When I first started building my company, I started probably much the same way most of you did- with motivational CDs and inspiring stories.

While these fed my spirit and my mind, they didn’t necessarily do a lot to build my business directly.

While I definitely think that the right mindset is crucial, so is being willing to do the difficult jobs- and that’s usually sales and marketing.

When you realize that your ultimate contribution to your marketplace is to make the marketplace more productive and efficient, you will start to focus not on just what feels good, but on what actually needs to be done to create results.

Building a successful business is about picking up the phone, putting yourself around your ideal clients, and being willing to sell and market your heart out.

Being a successful entrepreneur means you are willing to do the jobs nobody else will do.

The sooner you get congruent with the idea that building your business might be hard, but you need to do it anyway, you’ll create a quantum leap for yourself.

The company that wins in the marketplace today is the one with the first sales team.

Do what you can to make sales and marketing a game. It’s not just about the numbers, but you do have to reach out to a certain number of people to get to Yes.