When I was six, I crawled through my neighbor’s dining room window and raided the gum bowl kept on the dining room table. Back out the window. Trade gum for empty pop bottles. Cash in the bottles. Ice cream money. Funny how a six-year-old understands the processes of trade without understanding the processes of trade. For the next twelve years I obtained things I wanted by trade or barter. (P.S. Had to give ice cream money to neighbor and clean her windows.) After high school I tried employment to get me through college, but I was already addicted to personal freedom and freedom of choice. So, when my parents said, “get an education, get a good job, and save your money, I figured ‘two out of three ain’t bad’. I realized watching my parents that employment is serving someone else’s lifestyle. So, in 1977 I quit my job and continued working my way through college selling encyclopedias. This experience was my first leverage lesson! The experience also reinforced my mother’s “delayed gratification” speeches and provided me the awareness of how important coaching is to performance.
My sponsor would get 3% of my sales if he mentored me. He preached the theory that “if you practice something for 10,000 hours, you will be the best you are going to be at it and far better at it than most people”. His methodology was to accompany his recruits on at least 250 sale attempts. He was sacrificing his 100% commission for 3% of a training commission (lots of no sales here). My mentor would coach and prep me. Drive me to a suburb. Load my very heavy bookcase, and off we would go. He would take notes while I performed. At the end of the day we would review the notes. He would critique my performance and give advice (the second-best coach I ever had, and I have had over a hundred coaches). He taught me the ‘learn, do, teach’ method of success.
A revelation descended upon me over the next 30 months. It finally hit me hard during an economics class. Every action a person engages is about resource acquisition. And, all resource acquisition is about production and/or exchange. The college student finally caught up to the six-year-old. The power of choice lives one’s ability to acquire and trade resources.
The moral of this story is, learn from your six-year-old, hire coaches, invest, and practice.