50 Bad Sales Habits to Eliminate

When it comes to bad sales habits, I've done them all and still struggle to have mastery over them. In fact, this list was compiled from the things I've done wrong and my personal observations of thousands of salespeople. It's fascinating that we have a tendency to fall into similar patterns of behavior given certain circumstances.

Here's the list of 50 bad sales habits. See which ones you might need to work on:

1. Insufficient or non-existent qualifying (stop chasing unqualified buyers who can't or won't buy)
2. Possessing a poverty-consciousness (replace it with a prosperity-consciousness)
3. Attempting to sell to "off-target" buyers (these are low probability opportunities)
4. Prospecting procrastination (lead generation is the lifeblood of your business)
5. Leading off a sales call with your product/service (it's all about the buyer)
6. Relying exclusively on "company-generated leads" (self-generated leads)
7. Failure to establish sufficient trust and rapport (trust is a premium qualifier)
8. Wasting time constantly checking your email (and FB, and Twitter, etc.)
9. Talking about non-relevant issues with the buyer (know what they're thinking)
10. Interrupting the buyer (be patient to allow them to finish their thought)
11. Not practicing your selling skills (don't just wing it on sales calls)
12. Relying on landing a big sale to achieve your quota (fish in the ocean and the pond)
13. Lack of product knowledge (read the manual, take a class, bring an expert)
14. Failure to fire bad customers (not all business is good business)
15. Mistaking any activity for productivity (align activities to your goals)
16. Skipping steps in your sales process (especially the first few)
17. Talking more than listening (ask, listen, repeat)
18. Assuming sales is purely a numbers game (quality counts)
19. Failure to translate features/benefits into "buyer value" (what this means to you is...)
20. Avoiding customer concerns (listening to customer concerns means you learn something new)
21. Getting tied down with excessive administrative tasks (limit your time to only your priorities)
22. Failure to develop an ideal customer profile (knowing whom to sell to is priority one)
23. Presenting your offering too soon (how will you know unless you ask questions first?)
24. Presenting price too soon (hello... it's $50)
25. Selling past the close (focus on delivery and what happens next)
26. Not asking enough questions (prepare a set of well-crafted questions prior to your call)
27. Failure to clarify using follow-up questions (why? how so? what do you mean by that?)
28. Focusing sales conversations on product and price--instead of value (people buy value)
29. Failure to educate yourself about your prospect (LinkedIn? company website?)
30. Not asking the right type of questions (closed-ended, open-ended, needs-based)
31. Giving a standard presentation (failure to customize)
32. No follow-up or follow-through during the sales process (nurturing is a skill unto itself)
33. Using poor grammar (speaking and writing)
34. Not spell checking (falure to spell rite can bee a problm)
35. Using trial closes (If I could show you a way to save money...)
36. Opening with presumptive solutions (I can save you money!)
37. Using industry buzz words (don't do it - it alienates the buyer)
38. Guessing what the customer wants (maybe you could just ask them)
39. Using product brochures as sales collateral (commercial printers love you; receptionists don't)
40. Panicking about quota at the end of the month (buyers will know you're desperate)
41. Mismatching your rate of speech with the buyers (too fast or too slow)
42. Selective hearing (be present and in the moment with buyers--check your ADHD)
43. Being late to appointments (sorry, but I knocked myself out in the shower this morning)
44. Being disorganized (being organized improves productivity and confidence)
45. Prospecting without credible collateral or purpose statements (take me to your leader!)
46. Never apologizing (fess up to your mistakes--people like honesty and humility)
47. Always apologizing (this indicates a lack of confidence and breeds distrust from buyers)
48. Allowing external factors to steal your motivation (compartmentalize personal issues)
49. Over explaining failure (keep explanations to a minimum and focus on resolutions)
50. Selling exclusively on price (some buy on price, but most buy on value)

Bonus:

1. Failure to recognize bad sales habits (solicit feedback from those you trust)

05 Heads in which we allot our TIME

1. Responsibilities

2. Routines

3. Reflections

4. Relaxations

5. Fire Fighting

04 Steps to Give Yourself a Motivation Makeover

For better or for worse, I'm a first-born kid with a Type A personality. I've always been focused on achieving goals. I've conditioned myself, as Nike says, to "just do it." Recently, I hit a motivation plateau. A couple of large personal and professional goals I set weren't tractioning. It was a scary feeling. I started to have a crisis of confidence. Some serious negative self-talk creeped into my brain. I finally stopped and pondered, "Why were my normal motivational tactics failing me?"

I had become 'unconsciously incompetent' at motivating myself.

I decided to go back to learning basics. Specifically, the 4 Stages of Competency. I soon realized I'd become "unconsciously incompetent" at motivating myself. Turns out, motivation is a skill you always need to improve upon. Similar to enhancing your physical conditioning using muscle confusion, if you want bigger results in achieving your goals, you must shake up your self-motivation tactics. The light bulb went off. I needed to give my motivation a serious makeover.

I developed my very own customized 'motivational cocktail.'

Six months of serious commitment resulted in me determining a recipe for success. Like any good recipe, it's all about the ingredients i.e. the information, tools, and resources. Quality and consistency are key too. I put together a custom mix of motivation and made sure I had access to it 24/7. Why? Bigger goals require constant motivation. Fighting against the fear, doubt, and scolding your brain throws at you all day (and, sometimes all night!), means having access to your 'motivational cocktail' at any given moment. It's like an energy drink to help you fight back against the fatigue of negative self talk. Here's the four-step process I used to get my motivation back on track:

Step 1: Find New Sources

I needed to identify people who were talking about motivation in a different way and offering fresh insights and perspective. I located resources that fell into one or more of the following categories:

• Storytelling - stories to help me visualize my ability to reach my goals.
• Performance Conditioning - systems and techniques to build better habits.
• Inspiration - people who had it far tougher than me and achieved even bigger goals.
• Nurturing - positive, with an emphasis on gratitude to keep me upbeat.

I found some excellent people who provided a much-needed confidence boost. They include:

Alden Mills - Navy SEAL who started a fitness company that almost failed. He wrote a book for his four kids on how to be Be UNSTOPPABLE.

Dr. Isaiah Hankel - PhD who had a career crisis in the final stages of earning his degree. He is now an expert in Black Hole Focus for goal achievement.

Shane Niemeyer - Former junkie who went from jail to becoming an Ironman. Today, he is an executive coach, husband, and about to be a first-time dad.

There's a saying, "We are the company we keep." I had to surround myself with experts who could provide me with the above. Since I couldn't follow them around all day in person, I used their books, videos, and social media presence to immerse me in their motivational teachings.

Step 2: Carve Out Time Daily

I committed to making even better use of my time. I've always been an early-riser (5:30am), but I had been using that time of day to do things that weren't vital to my success. Now, I use the morning to focus exclusively on my goals. This includes mental conditioning, physical exercise, and a mindful review of my action plan. I've lost over 20 pounds and ran my first half marathon since implementing this approach. This has provided a huge source of energy and confidence to help me stay motivated.

Step 3: Create Social Media Toolkit

I reprogrammed my Twitter, Pinterest, and Instagram accounts to focus on feeding me constant streams of motivation. I'm always looking for more experts to follow with approaches to motivation and success aligned with my goals. My social streams are filled with quotes, insights, accomplishments, and new information I can access instantly. When negative self-talk hits, I immediately jump on social media to knock it out. Great example: this video of Shia LaBeouf's motivational speech makes me laugh!

Step 4: Build Support Team

This was the hardest part for me. While I LOVE helping other people with their motivation (Heck, it's what I do for a living.), I'm guilty of not seeking help when I need it. It was time to admit I was struggling. I personally reached out to half dozen people I respect and admire and explained my situation. These folks were amazingly generous with their guidance. It felt good to let out everything racing through my head. Better still, their objective observations provided many Ah-ha Moments. I was able to reprogram my view of why I wasn't succeeding. With a different story in my head, I got yet another enormous boost of confidence.

The process above has done wonders for my motivation. The goals I set are tractioning and my mental and physical energy are much improved too. I encourage you to build your own motivational cocktail and see what new levels of achievement you can reach!

03 Seemingly Crazy Things You Should Tell Yourself Every Morning

You have a routine. It involves thinking largely the same thoughts and processing the same worries every morning. Many things seem daunting. Many fears appear overpowering.

But one way of getting through the day and actually making it more productive is to think apparently crazy thoughts that just might make sense.

Here are a few to get you started.

1. I Will Cancel One Of My Meetings Today. Just Because.

How long does the average meeting last? How often do you wish that you weren't in it? How often have you walked out of that hour and thought: "That was a ritual. And nothing was achieved, except the ejection of blowhardy wind and bottom-covering negativity"? So pick the one most likely to achieve nothing and don't go. Amuse yourself by deciding which one it'll be. Then, amuse yourself by what you will do with that hour. Use it to free your mind, instead of having it held hostage. The next morning, think about how much difference your cancellation made. Here starts the road to sanity.

2. Today I Will Talk To Someone Who Doesn't Matter.

One thing we forget, as we climb inexorably toward some elusive (and perhaps non-existent) peak, is how to be normal. There are people in the office who you think (admit it) don't matter. They perform some lowly function. They might even be, Lord help the concept, interns. But you need at least one moment in your day to get a little perspective. Perhaps there was a time when you were once thought insignificant. (Most people were, except San Francisco 49-ers CEO Jed York.) Just one conversation with a real person from whom you have nothing to gain might make you a little wiser.

3. This Doesn't Matter As Much As I Think It Does.

Yes, I know your whole life, your family's financial future, your very vast and volatile ego all depend on your entrepreneurial success. But when great sportspeople are at their best, the one thing they do very little of is think. The so-called zone is a place in which anxiety is replaced by a certain slowing of motion and a natural, thought-free decision-making. One way of getting there is to persuade yourself that this matters less than your wound-up nervous system tells you it does. You surely know that when you're uptight, you're rarely at your best. You're rarely even yourself. So why psyche yourself up? Psyche yourself down, instead. You'll be surprised how pleasant it feels. You might even be surprised how much more productive you are.

16 Ways Super Successful People Spend Their Weekends

Weekends are a squandered resource, too often spent either doing more work or in a passive cycle of sleep, food, drink, and pointless activity that's easy on the brain. But a good weekend should refuel your spirit and rejuvenate you for whatever the week ahead will bring.

Here's what the super successful people do on their weekends that resets and refreshes them. Read through and see what you can start incorporating into your own weekend.

1. Plan an agenda.

Even for a weekend, it's important to have a plan. You don't need a micromanaged, minute-by-minute schedule, but you should have a loose agenda so you can make the most of your time and prioritize the things that mean the most to you.

2. Make time for important relationships.

Good time with those you love is always time well spent. Whether it's children, a spouse or partner, parents, friends, or pets, use part of the weekend to reconnect.

3. Move your body.

Exercise doesn't just strengthen and relax your body but builds your mind as well. Of course, it's not effective to exercise only on the weekends, but it's nice to schedule a good workout or two when you're not crunched to get to work.

4. Pursue your interests.

Truly successful people are interesting people with interesting pursuits. They know that hobbies and other activities outside work are a potent force for happiness (and may lead to a great business idea).

5. Go someplace special.

Even the most high-pressured Type A's like to get away once in a while. A mini vacation is a great way to leave behind all your responsibilities and get into something new.

6. Unplug.

Designate a period of time as a "screen Sabbath" and turn off all your screens--phone, laptop, tablet, TV. The distance creates space for other things that are important in life and will remind you that you control your screens, not the other way around.

7. Connect with the arts.

When was the last time you took in a concert, a play, a music festival, or a museum exhibition? The arts stimulate imagination and renew energy.

8. Engage in meditation.

Meditation can lower high blood pressure, decrease tension, and improve productivity, creativity, and well-being. Setting some time aside for meditation or prayer helps you be the best you can be for the week ahead.

9. Don't overschedule.

Keep your commitments to a minimum, limit your chores, and banish busywork. You want to start your week rejuvenated, not exhausted.

10. Pick up a book.

Whether you want to acquire information or escape to a different world, spend some time with a book. Visit a bookstore or public library to stock up.

11. Take a (short) nap.

Many of us go into the weekend with a sleep deficit. Long periods of daytime sleep will leave you groggy, but a short afternoon nap is enjoyable, physically beneficial, and good for maintaining energy and attention.

12. Learn something new.

Learning not only gives you new knowledge but it can also improve your confidence. Find a subject you're interested in, a skill you want to develop, or an area you want to explore more deeply. From there, you can sign up for a weekend class or online study, put together an informal study group, or make your own learning plan.

13. Review, reflect, renew.

Take time to walk through the highs and lows of the past week, and reflect on your goals and areas where you'd like to improve.

14. Keep a journal.

Journaling is therapeutic, helps disentangle thoughts, and gives you a written record of your life. Whether your journal is personal or professional, getting thoughts down on paper is a great practice.

15. Pay it forward.

Find ways to share your knowledge and blessings by serving as a volunteer, mentor, or coach.

16. Plan again.

Take a few moments to plan and prepare for the upcoming week so you can hit Monday ready to go.

Of course, you can't do all of these every weekend, but find a few items that stick with you and give them a try.

Time is a precious resource, and you're sure to benefit from making good investments with your weekend time.

12Powerful Habits of the Super Successful and Wealthy That You Need to Adopt

Success does not happen by luck, and wealth does not happen by accident--those who have built wealth and success have deliberate habits that make them more productive and effective. To emulate these habits, we must train ourselves and be focused; we must take our bad habits and replace them with new ones.

Here are 12 powerful habits that can help you build success and wealth. How many do you already have in place, and which ones do you need to pick up?

1. Be an early riser. Research shows that 44 percent of wealthy people wake up three hours before going to work, compared with just 3 percent of those who are not wealthy. Just the simple act of getting up early adds an hour a day to their lives. Imagine how much productive work you can get done early in the morning, with no interruptions or distractions. Or use this extra time to work on setting goals and exploring opportunities.

2. Network. Research says that 79 percent of wealthy people spend at least five hours a month networking--going to conferences, meeting new clients, attending webinars, meeting for coffee--while only 16 percent of the nonwealthy do. Spending time with like-minded people allows you to align yourself with others and learn from them. Whom you hang out with determines what you talk about and what you do about it; you can change your career outcome by being with successful people who will teach you, lift you, and support you.

3. Scratch the itch. The most successful people are those who felt an itch and began to scratch it--and from there, they became focused as a laser on what they wanted to achieve until they made it their reality. Follow their determination; ignore the noise and keep your FOCUS: Follow One Course Until Success.

4. Read to learn. According to research, 86 percent of wealthy people love to read, as opposed to 26 percent of those who are not wealthy. When you read, make sure you read to learn. Those who achieve wealth and success are constantly in a state of self-improvement; they read to learn and grow. As Dr. Seuss said so well, "The more that you read, the more things you will know. The more that you learn, the more places you'll go."

5. Make a list. To achieve an overarching goal, you need to list what you want to accomplish. The majority of wealthy people create daily to-do lists--81 percent of them, in fact, compared with 19 percent of those who are not wealthy. What's more, 67 percent of wealthy folks actually complete 70 percent or more of their to-do items every day. They have goals they focus on, and they work hard to achieve them.

6. Get off the couch. It's an hour or less of daily TV for 67 percent of wealthy people, while only 23 percent of the rest limit their TV intake. When it comes to reality shows, only 6 percent of the wealthy watch them, compared with 78 percent of the nonwealthy. Wealthy people choose more productive and meaningful activities.

7. Treat time as a precious resource. Wealthy people avoid wasting time on unimportant matters or distractions. They don't sit for hours at their computer on social media, because they know that time is a nonrenewable resource. Time wasted is not time you can get back.

8. Take intentional risks. Wealthy people understand that risks lead to rewards. As a result, they're more willing to take risks--not reckless risks but calculated ones. The very successful know what they stand to lose if a risk fails and they don't get the reward they are seeking. Most have a plan B in place to minimize the failure, and move forward with a new plan. If the current risk doesn't go your way, there's always another solution.

9. Work smarter, not harder. A smart approach to work, including taking breaks, makes people more productive. Hard work is critical, but that doesn't mean they can never enjoy personal time for relaxation and self-improvement. They have a good balance of work, personal tasks, and pleasure so they can be more creative and more productive--which, in turn, makes them more effective. Work hard, and then take a break. When you come back, you'll be refreshed and more productive.

10. Invest in your health. Wealthy people understand the importance of eating right and working out to stay healthy. Studies show that 76 percent of wealthy folks do aerobic exercise at least four days a week, compared with 23 percent of people who are not wealthy; 57 percent of wealthy people count calories every day, as opposed to 5 percent of the nonwealthy. Even more interesting, 70 percent of rich people eat fewer than 300 calories of junk food a day. Wealthy and successful people know the correlation between healthful eating and working out and their ability to accomplish the things they want to do.

11. Foster your emotional intelligence. Wealthy people know that having good relationships is crucial to success. They are tuned in to their own emotions, which also means they're perceptive at reading the emotions of others. Warren Buffett has stated that emotional intelligence, more than IQ or expertise, accounts for 85 to 90 percent of success. IQ is a threshold competence--you need it, but it does not make you a star. But emotional intelligence can.

12. Pay it forward. To be truly wealthy, you need to understand the importance of paying it forward. As Albert Einstein said, "Only a life lived for others is a life worthwhile." What you have, you share. Help someone, because along the way someone helped you. And the truth is, life is always about giving what you get.

Wealth is not something that can solve our problems, and it doesn't always come to those who deserve it.

But it can be an indication that you have worked hard, stayed focused, and prioritized on what is important. Ultimately, though, wealth is not measured by how much you have but by how many hearts you have touched.

10 Behaviors of Phenomenally Likable People

Sure, everyone knows blunt, impolite, and even rude people who are somehow extremely successful. (I know a number of them.)

But since we're all more likely to do business and build professional and personal relationships with people we like, we're naturally drawn to people who are polite, modest, agreeable, kind. In short, people who are genuinely likable.

I know a number of them too, and here's how they do it:

1. They show vulnerability.

Two Masters of the Business Universe meet for the first time. Instantly, they play an unstated but nonetheless obvious game of "Who's More Successful?" They work hard to one-up the other. (After all, life is about winning, right?)

Likable people don't try to win any unstated competitions with people they meet. In fact, they actively try to lose. They're complimentary. They're impressed. They're even willing to admit a weakness or a failure.

You can too. It's really easy. Say you meet Admiral Trump and he says, "I just closed a fabulous deal to build the world's best golf course on the most amazing oceanfront property on the planet." Don't try to win. Instead say, "That's awesome. I've wanted to open a gym for years, but can't line up the financing. How did you pull off such a huge deal?"

Likable people are confident enough to not worry about showing a little vulnerability. They know that while some people may be -- at least temporarily -- impressed by the artificial, everyone instinctively appreciates the genuine.

2. They look for agreement.

We're trained to discuss, to challenge, and to advocate for the devil because exchanging opinions, especially different opinions, is how we separate the wheat from the idea chaff. Automatic agreement doesn't help.

Unfortunately, going contrary is an easy habit to fall into. It's easy to automatically look for points of disagreement rather than agreement. It's easy to automatically take a different side.

And it's easy to end up in what feels like an argument.

Likable people don't actively (or unknowingly) look to disagree; they look for points of agreement. Then, if it's appropriate, they gently share a different point of view -- and in that way, they help foster an outstanding conversation.

3. They (selectively) use the power of touch.

Nonsexual touch can be incredibly powerful. (I'm aware that sexual touch can be powerful too, thanks.) Touch can influence behavior, increase the chances of compliance, make the person doing the touching seem more attractive and friendly, and can even help you make a sale.

For example, in one experiment the participants tried to convey 12 different emotions by touching another blindfolded participant on the forearm. The rate of accuracy for perceiving emotions like fear, anger, gratitude, sympathy, love, and disgust ranged from 43% to 83% -- without a word being spoken.

Say you're congratulating someone; shaking hands or (possibly better yet, depending on the situation) gently patting that person on the shoulder or forearm can help reinforce the sincerity of your words.

4. They happily laugh at themselves.

Likable people willingly admit their mistakes. They don't mind serving as a cautionary tale. They don't mind being a source of laughter, for others and for themselves.

And they're also not afraid to look a little silly. They don't mind being in situations where they aren't at their best.

(And oddly enough, people tend to respect them more for that -- not less.)

When you genuinely own your screw-ups, people won't laugh at you. They'll laugh with you. And they realize it's OK to let down their own guards -- and meet you at a genuine level.

5. They're masters of the ancient art of social jiu-jitsu.

Some people have a knack for getting you to talk openly yourself. They ask open-ended questions. They sincerely want to know what you think, and that makes you open up to a surprising degree. You feel like the most interesting man (or woman) in the world.

And you like them for making you feel that way.

As soon as you learn something about someone, ask why they do it. Or how. Or what they like about it, or what they've learned from it. Likable people ask sincere questions that make it easy to answer in a thoughtful, introspective way. They make you think, in a good way, about yourself... and in the process make you feel likable, too.

6. They pass the server test.

Some people put on a great show in certain situations, but they don't try nearly as hard when they think a person is "beneath" them.

I like to call it the waiter test: If you really want to know how an individual treats people, take him to lunch. How he interacts with the waiter is a much better indication of his interpersonal skills than how he interacts with you.

Likable people treat everyone the same way: as deserving of respect and kindness.

7. They seem genuinely glad to meet you.

When you feel someone "gets" you, respecting your opinion, your point of view, your experience -- whatever you're communicating -- then you naturally feel more important. The other person doesn't have to agree with you; they just have to show they respect you.

How do likable people do that?

They maintain eye contact. They smile when you smile. They frown when you frown. They nod their head when you nod. In simple, nonverbal ways, they mimic your behavior -- not slavishly, but because they're focused on and in tune with what you're saying.

That feedback loop helps two people bond -- and the ability to bond is the essence of likability.

8. They're great with names.

If there's one thing almost as bad as that sinking feeling you get when you forget someone's name, it's realizing that another person has forgotten your name.

Likable people remember names and even small details, often to a surprising degree. The fact they remember instantly makes us feel a little prouder and a little better about ourselves. And that makes us feel better about them.

But even though likable people remember names...

9. They never name drop.

I have a friend who somehow manages to squeeze the fact he once met Jeff Gordon into every conversation. "I'm planning to stain my deck this weekend," I might say.

"You know, I was sitting on my deck last weekend listening to the race," he'll say. "Jeff Gordon was leading for a while then had engine trouble. Knowing Jeff Gordon -- and I do, I met him at Bristol last year -- I bet he was really disappointed."

Likable people may know cool people, but they don't talk about it. And that only adds to their likability.

10. They always say less.

Likable people already know what they know. They want to know what you know.

That makes you feel more likable. That makes you feel important. As well you should -- because you are.

And likable people know it.

07 Ways Successful People Spend Their Free Time

When you think about professional success, you think about the strategies and behaviors that people exemplify when at work. You think about what people do during the 9-5 working hours, and whether they extend those hours by coming in early or staying late to tackle projects. What they do when they get home, or on weekends, when they're away from the office and away from their computers, doesn't enter your mind. But here's the thing: it should.

How people spend their free time can actually have a big impact on their success in the professional world. Successful people tend to spend their free time in these seven ways (and more, of course), so read below and find out why:

1. They Exercise. Physical exercise is important for both physical and mental health. Taking a half hour after work or on a weekend can get your blood pumping, get your endorphins flowing, and revitalize your spirit. You'll build muscle, burn calories, and oxygenate your brain--giving you a release after a day of stress. Exercising regularly also helps you remain disciplined, which can be valuable in a demanding work environment, and can reduce the long-term effects of stress as well--meaning regular exercisers tend to be less stressed about their jobs. You'll also look better and feel better, which gives you greater confidence.

2. They Read. Reading is a lifelong skill, and successful people never stop reading new books. Whether it's fiction or nonfiction, books help give you a greater understanding of the world around you. They introduce you to new characters, new environments, new cultures, new philosophies, and new ideas, and might even help you build new skills (if you're reading nonfiction, at least). Similarly, reading regularly helps to build your vocabulary and your semantic comprehension, giving you greater communication skills--and something to make small talk about during those particularly awkward business meetings.

3. They Take Classes. Education shouldn't stop at college, and shouldn't be restricted to institutions. The most successful people in the world are the ones who make a commitment to never stop learning. They're always incorporating new skills for their resumes and learning new aspects of the world around them. Instructional courses aren't particularly difficult to find, either, especially in the modern era. Many local colleges offer courses for free, and you can peruse local forums or gatherings to find impromptu group workshops. And don't underestimate the value of free online courses. If you have a free hour and an Internet connection, you can start learning a new skill.

4. They Volunteer. Volunteering, no matter where or how you do it, is beneficial for you and your community. Whether you're helping to clean up a highway, working in a soup kitchen, or providing mentorship to a group of young professionals, your time goes a long way toward improving the community around you. Professionals primed for success realize the importance of giving back to the community, and feel happier because of it. Volunteering is also a valuable networking experience, introducing you to other people who, one way or another, can help you drive your career forward.

5. They Network. Many networking events exist outside the realm of corporate hours. They include weekend breakfasts, cocktail hours, and after-hours gatherings for conversation and usually food and drinks. Successful people are willing to step outside their comfort zones in an effort to meet new people--regardless of any professional circumstances surrounding that effort. They're not necessarily interested in meeting people to land new sales or find a new employee--instead, they simply like talking to people and meeting people, and success naturally follows them from there. The wider your network of contacts is, the more opportunities you'll have down the road.

6. They Have Hobbies. Focusing exclusively on work might seem like a fast track to success. With nothing else distracting you, you can funnel your full effort into your job and do in one week what would take most people two. But this approach has a nasty downside; it stresses you out, sets you up for burnout, and prevents you from developing skills in any other areas. Finding and pursuing a hobby, on the other hand, helps you relieve stress, put your job in perspective, and build skills that complement ones you use at work. It's a breath of fresh air that keeps you grounded, and if it's a social hobby, also offers networking opportunities.

7. They Spend Time With Friends and Family. I implied it in the last point, but I'll reiterate it more strongly here: your job isn't everything. Focusing too much on your career is self-sabotage, no matter how counterintuitive that might sound. If you want to be successful in life, you have to prioritize your personal relationships--your bond with your friends and family members. No matter how much you want to be successful and climb the corporate ladder quickly, you can't neglect your friends and family to do it.

If you don't spend your free time like this, it doesn't mean you have no chance of being successful. However, picking up some of these strategies can improve your abilities, improve your mindset, and expand your network to levels that will increase your chances for success in the workplace. Start incorporating a few of them into your free time routines and you might just be surprised at the results.

07 Ways to Move a Chit Chat into a Meaningful Conversation

If you're introverted (like me), you may find it difficult to connect with people at social gatherings. If you're extroverted, you face a different challenge--your outgoing personality may run roughshod over people you'd like to know better.

Not to worry. There's help for all of us.

At the Reader's Legacy awards last weekend, I had the opportunity to meet with Larry Benet, who is the co-founder of SANG Events, which feature speakers like Tony Hsieh, Tony Robbins, and Jack Canfield.

I think it's fair to say that Larry Benet knows just about everybody who's anybody in the business world. With that in mind, here are Larry's seven easily memorized questions to move a conversation from chitchat into something meaningful:

1. What do you do for fun?
2. What are you most passionate about?
3. What's your favorite cause or charity?
4. What's your guilty pleasure? (And why?)
5. What in your life makes you the most proud?
6. What's on your bucket list?
7. In case I can refer business to you, who is your perfect client or partner?

I practiced these questions with a stranger at the event, and within a few minutes I felt like I knew him better than people I've known for decades. Just as important, as I answered the same questions, I felt as if this person "got" who I am.

It was truly amazing.

Try these questions next time you're at a party or a trade show, and if your experience is anything like mine, you'll find yourself connecting with people at a deeper level than you ever thought possible.

While these questions work in any social situation, they're especially valuable in business because they build enough rapport so that you can ask what Larry calls the "million dollar" question:

"What is the most important project or goal that you are working on, in case I or someone in my network can help you?"

That single, simple question gets to the core of every great customer relationship--which is finding ways to be of service. Get an answer to that question, and you've made a business connection that can change your entire future.

05 Ways Introverts Can Make a Great First Impression

When meeting somebody new at work, you follow a well-established ritual: a handshake, an assessment of relative status, a few words of chit-chat and then you sit down and get to the business at hand. Introverts and extraverts alike find this ritual easy.

In social settings and even during work-related events (like conferences), extraverts have a definite advantage. Because they're naturally "people-people," extraverts easily start and join conversations and generally find it easy to enjoy themselves.

Introverts, however, often struggle at social gatherings. To introverts, it seems weird to walk up to somebody and start talking or to barge into a conversation in progress. Because there's no ritual, introverts linger in the corners, nursing their drinks.

I know exactly how that feels because that's what usually happens to me when I'm in large groups of people. As a result, I tend to avoid conferences unless I'm a speaker, in which case people come up and talk to me without any effort on my part.

My mother told me that when I'm at a party "find somebody who's standing alone and introduce yourself." The result is predictable: two introverts, both grimacing and uncomfortable, standing in the corner nursing their respective drinks. Thanks, Mom!

Fortunately, at the Reader's Legacy conference last weekend, Nick Boothman, author of the huge bestseller "How to Make People Like You in 90 Seconds or Less," explained exactly how to make a great first impression at a social gathering. Here's my take on his recipe:

1. Adjust your attitude.

When introverts introduce themselves, they tend to feel nervous, which makes them socially awkward. While introverts are unlikely to feel as calm as extroverts, introverts can interrupt the inner dialog that's making them nervous.

Boothman suggests preparing for the social event by standing in front of a mirror and saying the word "Great!" over and over, in as many different voices and expressions as possible. This creates what might be called a "brain scrambler."

When you're approaching a group of people or somebody whom you'd really like to meet, imagine yourself saying "great, great, great..." This interrupts your negative inner dialog long enough to take the plunge without becoming nervous.

2. Look them in the eye and smile.

Looking the other person in the eye, sounds pretty basic, but when meeting people introverts often look down or sideways to avoid making the other person uncomfortable, which can come off as arrogant.

The solution, according to Boothman is to notice (and mentally name) the color of the other person's eyes. This intellectual exercise forces you to make eye contact, so all you need do at that point is smile.

3. Open your body language.

This step is absurdly simple. Don't cross your arms or link your hands together, because those gestures communicate doubt and hostility. Instead, relax your shoulders, arms and hands, which creates a posture that shows you trust the other person.

4. Synchronize your voice and gestures.

If the other person is speaks fast, speak fast. If the other person speaks slowly, speak slowly. Observe how the other person is standing and gesturing. As you talk, mimic some (but not all) aspects of that posture and make similar (but not identical) gestures.

Extraverts synchronize unconsciously, but introverts typically must treat it as an intellectual exercise. The result is the same regardless: a sense of rapport between you and the other person.

5. Find common ground.

Rather than the usual business chit-chat, ask the kind of open-ended, slightly-off-the-wall question that you'd expect to come from a talk show host. (There are some good examples in my recent post 7 Quick Ways to Connect with Anybody.)

As you listen to the responses, find something that you and the other person have in common and ask a question or make an observation about it.

For example, suppose you ask "Just out of curiosity, what's on your bucket list?" and the other person wants to take a trip to Paris. If you've already been there, you can say something about your experience. If it's also on your bucket list, say so!

As find things in common with the other person, the conversation will gradually become more relaxed and natural. I tried this method at the Reader's Legacy awards and personally vouch that it works as promised.

09 Things Warren Buffett Says You Should Do to Be Happy and Successful

Warren Buffett knows a thing or three about becoming wealthy and successful, and the Oracle of Omaha is not averse to handing out mostly excellent advice to others who'd like to follow in his footsteps.

The personal finance site GOBankingRates has pulled together 14 pieces of advice Buffett has given to graduating classes and/or young people. They're all great tips for the young--but also excellent advice that all of us should follow, no matter what age we are. Here are some of the best. You can find the full list here.

1. Invest in yourself before anything else.

"Investing in yourself is the best thing you can do--anything that improves your own talents," Buffett told Good Morning America. That's excellent advice, whether it's getting more education or training, to improve a skill you already have or to learn a new one--or whether it's starting a company of your own. (In case it's the latter, here are 10 Steps to Success as an Entrepreneur.)

2. Change bad habits as soon as you can.

Habits can make or break you, Buffett says. "I see people with these self-destructive behavior patterns," he says. "They really are entrapped by them."

The trick, he says, is to get out of the trap before it closes on you, which is why he advised graduating students at the University of Florida to form good habits as soon as possible. "You can get rid of it a lot easier at your age than at my age, because most behaviors are habitual," he told them. "The chains of habit are too light to be felt until they are too heavy to be broken."

True enough, but if you're older than a college senior, don't despair. Though it may be tougher, habits can be changed at any time in life. Here's the secret of how to do it.

3. Know your own strengths and weaknesses.

Use that knowledge to capitalize on the things that you do well, and avoid the risks of getting in over your head in your weaker areas, Buffett advises. "You don't have to be an expert on everything, but knowing where the perimeter of that circle of what you know and what you don't know, and staying inside of it, is all important," he's said.

4. Never risk something you need to get something you don't need.

It's not that taking risks is wrong--but do it only for the right reasons, Buffett explained to the University of Florida class. He added that he's seen both businesses and individuals take big risks out of greed when they should have held back.

"If you risk something that is important to you for something that is unimportant to you, it just doesn't make sense," he said. "I don't care if the odds you succeed are 99 to 1 or 1,000 to 1."

5. Find work you love.

"You really should take a job that, if you were independently wealthy, that would be the job you would take," Buffett said in that same commencement speech. "You will learn something, you will be excited about it, and you will jump out of bed. You can't miss." Finding work you love is a better bet than doing something because it pays well or because it would look good on your resume, he added. I couldn't agree more.

6. Surround yourself with people you admire.

Buffett has often talked about the importance of mentorship and the role his own mentor, Columbia professor Benjamin Graham, played in his life. But even beyond that, he advised a high school student to spend time with people whose qualities he aspired to. "Pick out associates whose behavior is better than yours and you'll drift in that direction."

7. Face down your fears.

Don't let fear stop you from doing things, especially things you know you must do to be successful, Buffett advises. In fact, he did this himself--he was once terribly afraid of public speaking, so he took a Dale Carnegie course to improve this skill. He's now one of the most sought-after and frequently quoted speakers in the world. You don't need to go that far, but if there are things you're afraid to do, or that you know are your weak points, do what you must to get better at them and become more comfortable doing them.

8. Your time is a precious resource. Use it accordingly.

Bill Gates once wrote that being jealously protective of his time was an important lesson he'd learned from Buffett. "There are only 24 hours in everyone's day. Warren has a keen sense of this. He doesn't let his calendar get filled up with useless meetings." Even though you're not a multibillionaire, you shouldn't either.

9. Never ignore a great opportunity.

Though much of his advice is on the conservative, cautious side, Buffett is a big believer in grabbing opportunities with both hands when good ones arise. "Big opportunities in life have to be seized," he said in a commencement speech at Georgia State. "We don't do very many things, but when we get the chance to do something that's right and big, we've got to do it. And even to do it in a small scale is just as big a mistake almost as not doing it at all. You've really got to grab them when they come, because you're not going to get 500 great opportunities."

08 Lessons Improv Comedy Class Taught Me About Entrepreneurship

Picture yourself in a group setting, maybe at a party or business function. You chime-in to the conversation with a line so funny, so perfect, so well-timed that the group erupts with laughter; maybe someone even slaps your arm in approval or sheds a tear laughing (when you’re really lucky). And you stand there and soak in your verbal victory. Then you replay it in your head a few times before you go to bed, and relish your moment of brilliant comedy.

I love those moments. So much so that I decided to become skilled at them: I signed up for improv comedy classes.

But what I got out of these classes was much more than a couple of one-liners for parties. Improv turned out to be great for my company and personal well-being. Here are those eight business lessons improv taught me:

1. Laugh at yourself.

The most obvious revelation I had was that I can look like a complete clown in front of people and still laugh at myself. This realization was the first time that I understood I didn't have to constantly worry about what other people were thinking. The reason: My brain lacked the capacity to worry and simultaneously come up with content on the fly. And that was okay. When I finally let go of the worrying, I found it really therapeutic to let go of all professionalism as well, and just let loose, doing whatever comes to mind first.

2. Just "go with it."

Improv is done in groups that typically have two or more people. There’s usually no time to talk beforehand and figure out who’s going to say what, and when. So, you really have to be in tune with your partners. If one of them suddenly puts on his astronaut helmet and tells you to buckle up for that mission to space, you can’t be like, “Wait, I wanted to be cowboys in the wild West.” Instead, you'd better find your imaginary astronaut helmet, buckle up and communicate with the extraterrestrials you’re about to visit.

3. Build off one another.

One exercise we learned in class is called “Yes. . . and.” In this exercise, your partner has to make a statement like, “We should get our eyebrows waxed.” You then reply with, “Yes, we should get our eyebrows waxed, and we should also get spray tans while we’re at the salon.” You have to agree with what your partner has said and then add to it. You aren't allowed to change, disagree, argue with your partner or say, “but.”

Everything has to be positive and build off the last comment. In my company, sometimes my first instinct is to look for the problem or reason why we shouldn’t do what someone suggests. But the improv exercise I just described taught me to be more open to other people’s ideas and build off them instead of shutting then down.

4. Don’t plan too far ahead.

Sometimes, we’d get a situation such as, “You’ve just arrived in Disney World. . . Go!” And in my mind, I’m already planning to be a 5-year-old girl that’s going to beg her dad for a Mickey Mouse hat and an ice cream cone. But then one of my partners points over to me and says, “Hey look, it’s Princess Ariel. . . and she’s missing her shells!”

And then I’m caught off guard and trying to think what a mermaid would do in this situation. Instead of planning ahead, I should have been tuned in to the group and playing off their ideas. In my business life, it’s good to plan for the future. But sometimes I’m too busy planning to be "present" for what’s happening right now.  

5. Keep it simple.

The skits that turned out the best were the simple ones: kids being home-schooled, or a couple on their first date, or an ice cream truck coming into the neighborhood. The ones that usually prompted forced applause were the ones that just got straight-up crazy: like Winnie the Pooh running a meth lab, or a girl falling off a cruise ship, or a reality TV show about dogs wanting to be cats.

It was the simple ideas and easy stories that were the most relatable and easy for the audience to understand. With so much technology and innovation nowadays, it’s easy to think that simple ideas aren’t good enough for your business. But improv reminded me that sometimes "simple" is the answer.

6. Be comfortable with no script.

When I give keynotes, I don’t use note cards or a script, but I have a general idea of what I’m about to say. Along the way, I’ve found that the times I’ve done Q&A with the audience or wandered “off script” for a bit felt much more natural and drew a greater response from the audience.

With improv, there’s never a script. And sometimes you’re not sure what’s about to come out of your mouth (which can be a scary thing). But that looseness helped me become more relaxed and natural on stage. Now, I’m less afraid to diverge from my “go-to” talking points when that's necessary.

7. Be confident.

Improv proved to me that it’s not always about what you say but how you say it. You can have the funniest line in your head, but if your voice is quiet and shaky when you say it, it won’t deliver like it should. The opposite is also true. You could say something that’s mildly funny, but if you say it with confidence and the right tone, you can make the room shake. When I’m on stage or just speaking at meetings or networking events, I try to focus on my posture and delivery and not just what I’m saying.

8. Don’t stop playing.

Taking improv was some of the most fun I’ve ever had. I didn’t do it with anyone I knew. But I had more fun in a room full of strangers playing games like zip, zap zoom or pretending to be NBA players before the finals than I have in a long time. As we grow older, the ability to be “silly” or let go of judgment floats further and further away. Improv reminded me of the therapy that results from just playing around and laughing, without any accompanying worry about what you "look" like to the rest of the world. 

05 Lessons I Learned From My Father -- for Business and for Life

As I was coming up with ideas for my new wine brand, my mother had suggested I call it “Josh” -- my father’s nickname. Although she was half joking, I loved the idea because the name embodied everything the wine stood for; it was bold and complex, yet approachable, just like dad. Although my father never got to see my dreams come to a reality, his support and advice played an important role in the success of my business today.

Much of my passion and drive stems from the life and business lessons I learned from my father, but there were 5 distinct pillars which have influenced my life.

1. Teach by example.

I learned at a very early age that you can tell people what to do until you are blue in the face, but you have to set the tone with your actions. People will not only respect that, they will rise to it. My dad was the first one on the job, and the last one to leave. If there was a tough job to be done, he made sure that he was the first one to volunteer and pitch in to help.

2. Be on time.

My dad emphasized it almost daily and taught me that it’s a sign of respect for other people and of their time. One time I was running behind to meet a client and arrived 20 minutes late. The meeting went well, but I didn’t walk away with what I thought was going to be a done deal. What I later found out was that this client had chosen to meet me and miss his son’s baseball game. It took years to win him back and many appointments, arriving 30 minutes early, to show him the respect he deserved.

3. Don’t make a tough decision based upon emotions.

It’s easy to get upset and clear the deck. It’s harder to step back, take a breath and look at the situation again. I once had a troubling negotiation with a grower over a grape contract when I was producing a varietal of wine. He asked for too much money and I was angry and ready to walk away. It was then I realized he was a man of pride, and remembered my dad telling me to sit on a problem for a while before figuring out how to resolve it. I set the financials aside for a brief moment and reflected on the situation as a long term relationship I would need to nurture, and we finally settled on a price we both agreed upon.

 

4.Tell a good story.

When building a brand, people are interested in the person behind that brand not just what the business is about or selling. My father spent a great deal of time sitting around a kitchen table telling stories and listening to others – the topics always varied: politics, the weather, family issues, etc. By doing this, the people my father was working with felt that he was a caring and authentic person and if he was like that in his personal life, it was how he would be in business as well.

5. Balance your life.

If you don’t have balance in both your business and personal life, you will be empty. A few years ago, I was at the top of my game, making great money, and traveling the world. I came home one day, and my dog, Max, just kept barking at me. I realized that if Max was missing me that much, then surely my wife and daughter were too. I cut back my schedule and started to balance work and life better, putting my family first. That's when the real success came to be.

I’m so grateful for my dad who showed me the amount of hard work and passion that a business requires. Although I can’t share my successes with my father today, it doesn’t mean that I don’t thank him every day for the gifts he has given me. As I sit here now, opening a bottle of Josh Cellars, I raise a glass and toast to the man that I call my hero.

05 Ways to Keep Your Engineering Talent From Jumping Ship

Developers are in monstrously short supply in Silicon Valley. In the face of demand from bubble-valued start-ups and tech companies, anyone who can spell “Java” seems to think they’re doing you a favor just showing up for work. Many tech companies react to this by laying on the benefits: high pay, options, video games in the break room and so on - yet this doesn’t drive loyalty.

The reality for many companies is that giving developers what they want doesn’t result in companies getting what they or the developers need. The trick is to align incentives so that what you need is aligned with what everyone wants to do, while still having fun along the way. So, here are some of the ways that leaders can try to get everyone on the same page:

1. Have clear process and business goals.

When you start your company, organization is pretty easy, provided that everyone knows their role. As you grow, the organization increasingly needs to develop a working rhythm around which the company can coordinate. It’s critical to articulate the working structure and bake it into the working day. This not only helps new employees quickly get up to speed with the ways things are done, but also allows leaders within teams to spot development bottlenecks. However you choose to organize, get the structure and rituals in place so everyone feels comfortable about where and how they fit and best interact with the rest of the company.

2. Tie development requirements to business needs.

All too often, the work of developers can descend into a series of tasks assigned within a narrow context against an often-unreasonable timeframe. Our experience has been in the camp of “less haste, more speed.” This works because each team, or “squad”, is assigned a measurable business goal that directly contributes to the growth of the company. It becomes a matter of personal pride that the work of the squad moves the metric. We often find that squad members do tasks that no one would ever want to do just for the fulfillment of achieving the goal

3. Set the team up for success by removing the waste.

A key job when managing a development team is removing anything that could get in the way of development. This includes overly bureaucratic paperwork, too many meetings, unnecessary admin work, etc. But more than anything, aggressively managing the culture of the team is the most important thing you can do internally for your company’s success. To get the culture right, leaders should cut the BS and snuff out the politics.

4. Responsibility, recognition and above all, two-way trust.

True motivation comes from within. Once a goal is in place (aligned with what the business needs, of course), emphasize the tangible and intangible rewards of accomplishing that goal. Couple this with free-flowing communication and the guys in the trenches start to surprise you with great ideas and innovative new approaches. Feedback needs to be clear and firm, both good and bad. Always praise publicly and criticize privately. This all leads to the mutual trust that is the lifeblood of a happy organization.

5. Be tough in recruiting and get creative to find the talent.

Finding the right members for your Dev team is difficult, particularly in Silicon Valley. Initial hires are friends and friends of friends, but before long, that well is dry and you have to start plumbing the depths of the general employment pool. Get creative when it comes to hiring and think about creating a program – such as Silicon Valley Internship Programme – or partnering with an organization to learn about entrepreneurship. In our experience, we found this works great for finding the best graduates. Obviously, not everyone has the resources to create such a program, but there are always market inefficiencies and as entrepreneurs, there’s always a way to get the right talent in the door.

10 Skills That Are Hard to Learn But Pay Off Forever

The best things in life may be free, but that doesn't mean they won't take time, sweat, and perseverance to acquire.

That's especially the case when it comes to learning important life skills.

In an effort to ascertain which talents are worth the investment, one Quora reader posed the question: What are the hardest and most useful skills to learn?

We've highlighted our favorite takeaways.

1. Time management

Effective time management is one of the most highly valued skills by employers. While there is no one right way, it's important to find a system that works for you and stick to it, Alina Grzegorzewska explains. 

"The hardest thing to learn for me was how to plan," she writes. "Not to execute what I have planned, but to make so epic a to-do list and to schedule it so thoroughly that I'm really capable of completing all the tasks on the scheduled date."

2. Empathy

"You can be the most disciplined, brilliant, and even wealthy individual in the world, but if you don't care for or empathize with other people, then you are basically nothing but a sociopath," writes Kamia Taylor.

Empathy, as business owner Jane Wurdwand explains, is a fundamental human ability that has too readily been forsworn by modern business.

"Empathy — the ability to feel what others feel — is what makes good sales and service people truly great. Empathy as in team spirit — esprit d'corps — motivates people to try harder. Empathy drives employees to push beyond their own apathy, to go bigger, because they feel something bigger than just a paycheck," she writes.

3. Mastering your sleep

There are so many prescribed sleep hacks out there it's often hard to keep track. But regardless of what you choose, establishing a ritual can help ensure you have restful nights.

Numerous studies show that being consistent with your sleep schedule makes it easier to fall asleep and wake up, and it helps promote better sleep in general.

4. Positive self-talk

"Ultimately it doesn't matter what others think of you," writes Shobhit Singhal, "but what you think of yourself certainly does, and it takes time to build that level of confidence and ability to believe in yourself when nobody else does."

On the other side of positive self-talk is negative self-talk, which Betsy Myers, founding director of The Center for Women and Business at Bentley University, believes can slowly chip away at your confidence.

5. Consistency

Whether you're trying a new exercise routine, studying for the LSATs, or working on an important project, Khaleel Syed writes that consistency is vital to maintaining any kind of success.

People often stop working hard when they reach the top, he explains, but to maintain that top position, they have to work harder and be more consistent in their work.

6. Asking for help

"I once was told in a job interview, 'You can't have this job if you can't ask for help when you need it,'" Louise Christy writes. "Naturally, I said I could. Later, I found out that the previous person with that job had screwed up big-time because he was in over his head but couldn't admit it and didn't ask for help."

She explains that knowing when you need help and then asking for it is surprisingly difficult to learn and do because no one wants to be perceived as weak or incompetent.

But a recent study from the Harvard Business School suggests doing so makes you look more, not less, capable. According to the study authors, when you ask people for advice, you validate their intelligence or expertise, which makes you more likely to win them over.

7. Knowing when to shut up — and actually doing it

"You can't go around whining about every other thing that seems not-so-right to you in this world," writes Roshna Nazir. "Sometimes you just need to shut up."

There are many instances when keeping to yourself is the best course. "When we are angry, upset, agitated, or vexed," writes Anwesha Jana, "we blurt out anything and everything that comes to our mind." And later, you tend to regret it.

Keeping your mouth shut when you're agitated is one of the most valuable skills to learn, and of course, one of the most difficult.

8. Listening

Along with shutting up comes listening, says Richard Careaga.

"Most of us in the workplace are so overwhelmed with things to do — instant messaging, phones ringing. I mean, our brain can only tolerate so much information before it snaps," Nicole Lipkin, author of "What Keeps Leaders Up At Night," previously told Business Insider.

One tip for active listening is repeating back what you heard to the other person. "It makes things so much easier when everyone is on the same page," she said.

9. Minding your business

"It takes ages to learn and master this," writes Aarushi Ruddra.

Sticking your nose into other people's work isn't helpful and wastes time and resources, she says. "You have no right to put forth your two or four cents, even if you are the last righteous person standing."

10. Mastering your thoughts

To do what you want to do and accomplish what you want to accomplish, you need to consciously direct your thinking, writes Mark Givert.

"The challenge is that we are the product of our past experience and all of our thinking is the result of this," he says. "However, the past does not equal the future."

08 Traits Shared by the Most Successful Entrepreneurs

What separates the successful entrepreneur from the one who fails?

There may not be just one answer. However, the common theme among successful entrepreneurs is they have the right mentality to embark on the entrepreneurial journey.

What specific mentalities do successful entrepreneurs possess? Here are eight of them.

1. No respect for the status quo.

“Here's to the crazy ones. The misfits. The rebels. The troublemakers. The round pegs in the square holes. The ones who see things differently. They're not fond of rules. And they have no respect for the status quo. You can quote them, disagree with them, glorify or vilify them. About the only thing you can't do is ignore them. Because they change things. They push the human race forward. And while some may see them as the crazy ones, we see genius. Because the people who are crazy enough to think they can change the world, are the ones who do.” - Apple, Inc.

When Steve Jobs returned to Apple in 1997 the famous, ‘Think Different,’ campaign was launched. This was no coincidence. Jobs was known for not following the status quo, which is why most entrepreneurs turn to his career for inspiration. Most successful entrepreneurs strive for the freedom to do what they want and not be told that, “this is how things are done."

2. Abundant thinker.

“Over the years, I have noticed that there are two kinds of thinking. One kind leads to success, joy, and fulfillment. The other leads to failure, fear, and discontent.” - Michael Hyatt

Best-selling author Michael Hyatt believes that for people to be successful they need to be abundant thinkers. Characteristics of abundant thinkers include:

• There is more where that came from.
• Want to share ideas, knowledge, contacts, etc.
• Can easily build relationships through trust.
• Embrace competition.
• Deliver more than expected.
• Are optimistic.
• Think big and take risks.
• Are confident and appreciative.

So, would you rather be generous, confident and able to make meaningful connections or stingy, pessimistic and fearful?

3. Learn as you go.

“He who would learn to fly one day must first learn to stand, and walk, and run, and climb, and dance; one cannot fly into flying.” - Friedrich Nietzsche

As any entrepreneur will inform you, there’s a lot of trial and error involved with starting and maintaining your own business. No matter how knowledgeable you are regarding your industry, how many college degrees you have, or how much money you’ve made or lost along the way, entrepreneurs face their fair share of success and failures. That’s a part of the journey. Being able to learn, however, increases your chances of success since it will help you adapt to changes, as well as discovering what works for you and your business.

4. Live a frugal life.

I think frugality drives innovation, just like other constraints do. One of the only ways to get out of a tight box is to invent your way out. - Jeff Bezos

Amazon founder Jeff Bezos may believe that being frugal can help with innovation, but living a frugal life is championed by many other entrepreneurs and business leaders. For example, Warren Buffett, despite having the money to purchase anything he wants, lives a modest lifestyle. Instead of toys and mansions, Buffett’s riches come from loving what he does and doing it well. Facebook founder Mark Zuckerberg famously drove an entry-level Acura even though he was worth more than $7 billion.

Being frugal doesn’t mean that you have to be cheap. It means not being careless with your money. Instead of taking loans out to purchase a luxury vehicle, save that money so that you can expand your business.

5. Problem solver.

"The happiest and most successful people I know don’t just love what they do, they’re obsessed with solving an important problem, something that matters to them.” - Drew Houston

Don’t just start a business for the sake of starting a business. Successful entrepreneurs start a business because they see a real-world problem and have the drive and desire to solve that problem. Remember, as Martin Zwilling puts it perfectly in Entrepreneur, “Entrepreneurs see problems as milestones to success, not barriers.”

6. Hustler.

“Good things happen to those who hustle.” - Chuck Noll

Entrepreneurs are go-getters. They never stop. In fact, that’s how Gary Vaynerchuk launched Wine Library. According to Gary, “I was walking into any business that might be relevant to my community and passing out flyers and coupons one-by-one to gain more exposure. Nobody gave a crap or knew who we were, but I knocked on doors and made sure we got the exposure we needed.”

If you want to succeed, you have to hustle. You have to put in long hours, build a quality  product, and do whatever it takes to get your name out there.

7. Listen to others but decide for yourself.

"Most of the successful people I've known are the ones who do more listening than talking." - Bernard Baruch

While entrepreneurs are free-spirits and make their own decisions, it’s also important that you listen to what others have to say. If you aren’t listening to your customers, how do you know if they’re satisfied with you products or services? Maybe this entire time they haven’t enjoyed what you’re providing, which is why sales have been sluggish.

Whether it’s from customers, team members, colleagues or mentors, always take the time to listen to advice. However, it’s you who ultimately has to make the final decision.

8. Think like an athlete.

“I've missed more than 9,000 shots in my career. I've lost almost 300 games. Twentysix times, I've been trusted to take the game winning shot and missed. I've failed over and over and over again in my life. And that is why I succeed.” - Michael Jordan

Athletes are some of the most passionate and driven individuals on the planet. How often do you hear about the insane training regiments that athletes subject themselves to in order to play the game? How about the Olympic star who was told that they’ll never compete again, only to win a medal the next time around?

Athletes regularly defy the impossible. And so do entrepreneurs. Evan Spiegel, for example, was told that Snapchat was a “terrible idea” by a venture capitalist. Did Spiegel listen? Of course not. He marched forward and made Snapchat a hit.

As an entrepreneur, you’re going to face failure and opposition, but you’re passion and obsession with your idea will be the drive you need to find success.

7 Reasons Rock Star Entrepreneurs Hit Home Run After Home Run

There are always going to be people that seem to turn everything they touch into gold.

When is the last time Leonardo DiCaprio made a bad movie? I can’t think of a single one -- he only makes great movies. How is Lebron James currently leading a team in the NBA Finals consisting of a rookie NBA head coach, a couple undrafted free agents and key players out with injuries? He’s a winner -- and winners find a way to win, under any circumstance. 

Successful entrepreneurs are no different -- they are more dedicated and work harder than those around them. Wayne Chang is an entrepreneur that has been involved in several successful startups, from the original Napster to Crashlytics, which he co-founded with Jeff Seibert. The company was purchased by Twitter in its then-largest acquisition ever, estimated at over a $250 million due to Twitter's IPO.

Chang’s latest project, mobile app analytics software Answers, went from being an idea to the number-two app-analytics tools in just months, beating even Google. I recommend you read Chang’s story of how they went from idea to full-blown app-analytics superstars.

So why do entrepreneurs such as Chang constantly find success? Here are seven reasons successful entrepreneurs hit home run after home run.

1. They do what they love.

When you are creating a business from the ground up it requires 100 percent dedication -- you only get out what you put in. It’s easy to dedicate everything you have to something you love. 

Think of all the businesses that fail -- are they just horrible ideas or were they just victims of leaders that just weren’t truly in love with the idea? You can’t decide to go all-in on a venture with dollar signs being your only motivation. A genuine love for a product or service plays a huge role in the success of a company.

2. They build the best teams.

Building a successful business requires a team, and you are only as good as the people you assemble for your team. It’s impossible for one person to wear all the hats and juggle all of the responsibilities. 

Part of the reason Chang was able to build Answers into a powerhouse in a short amount of time was because of his team. They already saw success with Crashlytics, so it was a matter of moving onto a new project -- the core team was already established.

3. They understand their market.

Creating a service or product that you think your target market will like is a recipe for failure. You have to create something that you know they will like -- and you accomplish this by understanding your market inside and out.

The latest project I’m involved in, EBOC.co, is an exclusive private online community for entrepreneurs and business owners. We didn’t just throw something together based on what we thought our market wanted. Several months were spent talking with our target prospects -- fellow entrepreneurs and business owners -- to identify what they wanted.

4. They fully believe in their product or service.

You have to believe in your product or service -- if you don’t, nobody will. Look at Elon Musk -- he is so passionate about what he produces. He says that his cars and batteries are the most superior products in their class -- the best in the world. 

How can you expect other people to believe in what you are offering if you aren’t the number-one believer? This circles back around to the first point -- doing what you love. Truly loving something is going to equate with fully believing in something,

5. They understand how to grow and scale quickly.

There have been plenty of businesses that started in tiny one-bedroom apartments that went on to be acquired for millions of dollars as well as businesses that started with millions of dollars in backing that failed miserably.

The deciding factor usually comes down to how quickly they were able to scale and grow the business. Slow growth means little to no revenue, and when the money eventually dries up the company is a sitting duck. Building your customer base and revenue quickly is key -- something that successful entrepreneurs have down to a science. 

6. They care about their customers.

I remember sending a contact request to a software company with a pre-sale question a few years ago and the founder replied back, answering all of my questions as well as letting me know that I should reach out to him in the future if I had any additional questions. They got my business that day and I’ve been a loyal customer for several years because of that simple email reply.

When you scale it’s not always possible to give everyone that kind of personal attention, but in the beginning especially, don’t just hand everything off to a customer support representative. Talk to your customers -- jump in the trenches -- the feedback alone will help you build a better business.

7. They identify a competitive advantage.

Successful entrepreneurs know how to answer the all-important question, “Why will someone buy my product or service rather than a competitor?” 

Think back to the days before Postmates and when food delivery was a commodity almost exclusive to large national pizza chains. Domino’s Pizza and its "30 minutes or it's free" delivery guarantee owned the space -- the guarantee was the company's unique selling point and it worked well for it.

05 Times You Should Rethink Joining an Accelerator

Thinking it may be time to accelerate and take the next step to success?  Before you go to Mach 10, it’s smart to think about accelerating in the right light. It’s not always the golden ticket to "greener" pastures that many are seeking.

I was part of the Imagine K12 accelerator, which funds startups in the education space akin to the prestige of the Y Combinator. While it was an amazing experience, accelerators aren't for everyone. As someone has gone through the program, I’ve been asked about when a venture should accelerate and when it’s better to put the brakes on.

Here are five scenarios that may make you think twice about putting the pedal to the medal:

1. You don’t have more than an idea. 

Great start but not enough to accelerate to the fast lane. It all comes down to demo day ,and if you’ve got little more than an idea, you’re not going to be able to compete with the fleshed out concepts in the room. After all, what’s a demo day without a demo?

2. You don’t fit in. 

One of the most important keys to successful acceleration is finding the product-market fit.  When demo day comes, you not only want to show market opportunity, you also want to make sure you found that “sticky factor” and the best product-market fit to ensure you are the star of the show. Plus, you want to make sure your product or service makes sense for the investors attending the event.

Good planning is everything -- make that great planning. It takes a lot of work to be the star. Do your homework (pre-demo day) to make sure that not only are you a good fit for them but that they are a good fit for you. All accelerators are not created equal, so make sure to research outfits that suit your goals and values.

3. You don’t feel the need for speed.  

If you don’t think you can have a VC-backed company in three months, beware of joining an accelerator. 

During our experience at Imagine K12, we aced our demo day and within four weeks we had $9 million in VC on the table, which was nothing short of spectacular.  

When it comes to acceleration, you’ve got to be ready to rock and work with the pace of progress, not against it.  Once your hot deal gets attention, it closes fast. So you better get ready to sprint ahead of the pack.

4.  You don’t have traction or revenue. 

If you come to demo day unarmed with the basics like progress, buzz and earning potential, you’re going to fail. You must be prepared to succeed and be ready to speak to why you’re willing to give up a portion of your company. If you can’t take advantage of demo day, there’s no point in showing up. 

5. You don’t want to make a commitment. 

You could be a prime candidate for acceleration, but if you’re the type that prefers to keep everything in-house and not ready for external opinions, consider staying single because maybe you’re not ready to mingle. And that’s OK, because the wrong fit in personality or point of view may be more of a distraction than anything else. If you’re more of a lone wolf or commitment phobe, taking the acceleration plunge may not be right for you.

Getting funded or going it alone are both solid options for the modern entrepreneur. No matter which path you choose to go they both require passion, persistence and a well-executed idea to keep moving forward.

10 Steps to start a SOCIAL REVOLUTION

How to Start a Revolution

There are times when it's necessary to fight against things that have become so wrong that they should no longer be. Things that were once small that have become big, but are no less wrong, must be made small again; a revolution, or a complete circle, is needed. Whether you want freedom from another country, or you want to overthrow an oppressive government, every fight is the same. A revolution (from the Latin revolutio, "a turnaround") is a significant change that usually occurs in a short period of time. Revolutions have happened throughout human history and vary widely in terms of methods, duration, motivating ideology, and the number of participating revolutionaries. Their results include major changes in culture, economy, and socio-political institutions.

Steps

1. Know your Goal. You are about to dedicate your life to this goal. Decide well and make your decision from the heart. A good question to ask yourself is, “What about the political system in which I live do I think is wrong? And what kind of system do I want to create for the people of my country?” Remember, the goal you chose is the Heart of your revolution.
2. Build Support and Consensus: Nothing is going to happen if the only rebels are you and your buddies. This is an important step and the setup for either a successful revolution or a small civilian rebellion flop. For the first part of this step you must build support by handing out flyers and pamphlets, by word of mouth and advertisements and through today’s technology. Do whatever it takes to get the word out of your revolution and build support. Once cultivated, your support doesn’t have to meet together or agree on actions or even know each other, but they must be united under a common goal and shared fundamental principles.
3. Educate yourself and others about every aspect of the idea of the revolution. Know what and why this fight must happen and how it can be won. Identify the goals and the most efficient means of achieving them without compromise. Appreciate and respect a diversity of tactics. The revolution must be directed towards making things better. This is what is called a "positive vector".4
4. Understand that one of the most important aspects of a revolution is that the people are angry. However, the cause for anger ought to be of true convictions, and in their anger there must also be discipline to their cause.
5. Put together intentions which must be very popular among the population. It must aim towards the improvement of certain aspects of society, economics, culture, or any other aspects of a social group. Appreciate and respect a diversity of tactics.
   • As Egypt has shown us, the devil can be in the details, here -- and your revolution can easily be co-opted. Recognize this as a sign that your idea was popular enough to attract attention, and be prepared to overcome attempted splintering.
   
   
6. Find like-minded people who are ready for action. Set up a field of communication. You must work in a non-hierarchical group in which all voices are equally heard.
   • If you have even a small group dedicated to the same cause, it may be useful for someone to serve as a front woman/man; these should be humble people and they must not be identified as "the leader" or "the leaders," but as individuals chosen because they reflect conse
7. Take Action. This is the most important step because the revolution dies without it. You must take action whether it is a nonviolent protest or a sit-in or a boycott. Your leader must motivate the support and dutifully work day and night to improve your Revolution. The power in place will defend itself, for that is the nature of power. Illegitimate "governments" are not happy about a rebellion from their people and will do anything to crush resistance. Remember that armed struggle is not an option. No matter how well armed or trained you are, you cannot withstand an organized country's military - especially if a superpower and its allies are backing the regime in place. Last of all, do not let up. Often you may be discouraged by loss or lack of morale but remember, many other countries have revolted and after several losses still have still overcome overwhelming adversity. Remember, your goal is the heart of your operation, your consensus is the mind of the revolution, and the actions you and your support take are the hands of your revolution. 8
8. Work for collective liberation, because everyone's liberation is tied to each other's. If we are going to be free, we all need to be free. If we are to have a voice, all must have a voice. 
9. Demonstrate the popularity of the movement to the people of power, legislature, and military. The greater the popularity among the society, the more the likelihood of violent repression is reduced.
10. Realize that a drastic political or social revolution is almost always about freedom. In general, revolutions are about major changes in some aspect of society. A peaceful revolution requires solidarity and agreement.

Tips

• To be successful, you need to be totally committed; compromise is failure.
• There is strength in numbers. The greater the mass and unity of the movement, the better chance of getting demands met.
• Keep your eye on the 'big picture.' Don't drown yourself in the details.
• Always use the truth, and never succumb to the temptations of power or money. Believe in your cause and in your power base. Revolution is belief.
• Remember to trust the people who you fight for. They are your legacy.
• Take input from others. Revolution can't happen because of just one person; don't be a vigilante.
• You will benefit no one if you are just attempting to consolidate power or gain recognition only for yourself.
• Listen to your heart and think about what is needed most.
• If you want to change the world around you, then you have to change yourself first!
• You need someone or something to represent your rebellion like a symbol for example: Katniss is the Mockingjay.Warnings

• Have some idea about how you want society to look like after the revolution. If structures to take over are not in place innocent people might suffer.
• A revolution is not about you, it's about everyone collectively. Do not try to take fame.
• As in many revolutions in the past, you could be killed in war, attacked, tortured, become a prisoner, etc. by people in power who are protecting their interests. But that does not mean the movement and cause cannot overcome if enough resolve is there. They are only methods those in power partake in to intimidate and try to put the fire of revolution out before it consumes them.
• Never let the purpose of the revolution be led by the will of a single person or group; adherents must be ruled only by their legitimate cause.

05 Beliefs That Are Killing Your Success

In the entrepreneurial world, the right frame of mind can do amazing things. It can turn a person into a leading entrepreneur and launch businesses to the next level. On the other end of the spectrum, certain beliefs exist that are downright toxic to your success.

Here are five of the worst ones I’ve seen.

1. It can’t happen.

There are a lot of toxic beliefs floating around in the entrepreneurial world but none quite so dangerous as the idea that something can’t happen. Look at every great startup, what did they do? They saw a problem and found an inventive way to fix it --they bridge a gap between two points. Their success came from looking at a difficult task and saying, “I can do this.” How many times a day do you say to yourself, “I can’t do this?” If the answer is more than zero, eliminate that phrase from your vocabulary, because it’s killing your success.

2. Fear can’t be overcome.

The world of entrepreneurship is daunting, and it takes a special kind of person to take the first step forward. Any successful entrepreneur will attest to the fear they felt as they entered a new realm of business, and frankly, it’d be concerning if they weren’t plagued by fear early on. I know I was. However, there’s no excuse to remain mired in fear, as overcoming it is one of the most important aspects of entrepreneurship. Do what it takes to beat this mindset: Tell yourself that you’re awesome every time you pass a mirror, if that’s what it takes. Just don’t accept fear as an impassable obstacle.

3. It’ll just happen eventually.

No, it won’t. You have to make it happen, and the passive mindset that accompanies this thought process is indicative of larger problems -- laziness, lack of motivation and general apathy. Success isn’t given; it comes through an incredible amount of hard work and an entrepreneur’s chance at success is nonexistent with this frame of mind. Entrepreneurs can’t expect anything to be given to them, and while you’ll receive help on the way to success, it boils down to your ability to sit down and get it done.

4. You’re better than everyone else.

I’ve mentioned a number of times that any entrepreneur worth her salt has to be confident, but it’s a tricky line to follow. Some folks will become convinced that they’re better than their peers, and they end up alienating potentially outstanding people who might’ve otherwise become excellent business partners. Entrepreneurship isn’t about beating everyone else; it’s about a network of clever minds eager to push companies forward. Isolating yourself with this frame of mind won’t impress anyone; it’ll just hurt your shot at success.

5. Thinking you’re less qualified than you are.

As the counterpoint to number four, I see too many brilliant people second guess what they’re doing because they’re worried that they’re unqualified to move forward. They think that they’ll be perceived as a fraud of some kind because of their own self-interpretation.

"When we were starting to get traction early on, we would meet with large companies who wanted to collaborate with us on various projects, and I'd go in with this mindset that they were almost annoyed to have us there, that we should just agree with everything they said in order to make the project happen,” explains Jim Snediker, Founder and CEO of Stock Mfg. Co. “I quickly realized that every big company is made up of a bunch of people trying to make their mark, just like us. They had brought us in for a reason, so I shouldn't be of the mindset that we were lucky to be there."

If people rely on your work and there’s a demand for it, your mindset is the only obstacle holding you back from success. Regularly remind yourself of your qualifications. You’ll probably surprise yourself time and time again, and your success will no longer be in jeopardy.