Field notes

Ordinary goals make ordinary people. Set the stretch goal that scares you and forces you to grow into it.

The best closer is the best listener. Ask the right qualifying questions in the right order — then listen.

Stop hiding behind email. Pick up the phone, get the cell number, make it human. People crave connection.

Your life rises and falls on the company you keep. Manage your network with intention — invest in what matters.

Open every day with “What good shall I do today?” Close it with “What good have I done?” Stay on results.

Whatever you tolerate, you encourage. Define your standard, teach it, model it — don’t just claim it.

Before the results show up, measure attitude and activity. If you want to manage it, find a way to measure it.