We all want to have great results, but how many of us are really willing to make the sacrifices that drive those results? Sure, most of us have enough occasional wins to keep us going, but what would it feel like to have those kinds of results on a consistent basis?

If you can get a result once, you can get it on a consistent basis. The key is finding the discipline to put in a consistent effort.

The greatest example of discipline and consistent effort I have ever heard or witnessed was shared with me by an agency principle a few years ago.

His top producer recently had a huge win, one of those wins worth celebrating, which is exactly what they decided to do. The whole agency shut down early one afternoon and they had a caterer come in with food and drink. This was a big win for the producer, it was a big win for the agency, and everyone was going to celebrate together.

Well, the owner was telling me that after he had mingled around for a while, it struck him that he hadn't had a chance to congratulate the producer in front of the whole team. After all, this was primarily a celebration of his results.

As the owner wandered from group to group he wasn't able to find the producer. This went on for a while and the owner was getting a little frustrated. Having looked everywhere else, he finally started down the hall toward the producer's office. As he approached, he could see the door was shut and could see light pouring out of the office from the side window. As he peeked in the window, he could see the producer on the phone. He waited until the producer hung up and then opened the door.

The owner asked what in the world the producer was doing. He (rather pointedly) reminded the producer that the office was shut down and there was a celebration going on in his honor. Why wasn't he out there with everyone else?!

The producer's response was not what the owner expected. He expressed his genuine appreciation for the celebration and explained that he had stayed at the party as long as he could. However, the celebration was scheduled during his prospecting time, the time he had blocked out to make cold calls. He explained to the owner that he knows this would be a legitimate reason to excuse himself from his commitment, but he also knew himself well enough that if he made an excuse this time, it would be that much easier to make an excuse next time.

Can you believe that?! And that, I'm sure, is exactly why he had the win in the first place. Perhaps they should have been celebrating his effort and discipline even more than his results.


Photo by Thomas Leth-Olsen.