If you look at average producers in business, it’s the cash grab. How can I get the most money from as many people as possible? And people feel that. But for the A-Player, the Titan, the icon, they operate in a totally different league. It’s very much about how can I fulfill the dreams of my clients? And if that becomes your dominant focus, you’re going to just operate in an otherworldly way that is going to differentiate you from your peers in your marketplace, and it’s going to make you an A-Player. And so just dial in on that. What is my market? What are the three top dreams of my customers? And how can I, through the work that we do and the value that we supply, allow them to really live their dreams? And if you do that, your customers will fall in love with you. You are in the dream-making profession. Your job is to look at the people who you are blessed to serve. Your clients, your customers, the people who put food on your table every night, who allow you and your family to eat, and to be ridiculously centered and absolutely obsessed with making their dreams come true.
