Monday started out challenging. Cases were not moving along as fast as I would like, and clients were not moving or responding as quickly as one would hope.

I found myself thinking how tough this business can be sometimes.

Several years ago, on one of my many trips to Washington, D.C. for AALU, I went with a close personal friend, Paul. Paul had done two tours in Vietnam as a Ranger. He had become very successful and built an incredible business for himself and his family. He told me stories of his time in Vietnam and the many things he had to do.

One particular day, his good friend, Mike, had been granted his leave to go home. Mike asked to go “walking about” one more time with his friends that he had been in service with for the last year.

According to Paul, Mike was a medic and a great guy. He was always making others feel better and laugh. But that last day, as the group went out, they suddenly encountered enemy fire. Paul and the others returned fire and continued to fight, ultimately winning this brief but intense battle and getting back to their camp unharmed.

Mike did not.

As the company took on enemy fire, one of the other members of their unit took fire and was hit. Instead of turning his back and heading back to camp – to then head home to his family – Mike chose to stay and administer medical attention. As Mike kneeled over his friend and continued care to try and keep him alive, Mike was shot in the back.

But even that did not stop him. He kept giving medical attention to his fallen unit member. But Mike was then shot again and again. Amazingly, Mike remained upright and continued caring for his friend. One last bullet wound…and he succumbed, a hero to the end.

As Paul and I walked to the Vietnam War Memorial, we located Mike’s name. This is where he told me this incredible story.

A few weeks ago, Paul and I got together for a drink as I was seeking his advice and perspective.

We talked about the difference between stress and pressure. Stress can cripple you. Pressure will help you succeed and focus on what NEEDS and MUST be done.

Recalling this lesson as I struggled through Monday morning, I realized what needed to be done (and how incredibly lucky and grateful I am).

So, with newfound clarity and focus, I walked into my office, sat down at my desk, picked up the phone, and promptly made six meetings on the phone. I then kept four more throughout the day, opened up a couple cases, and sold some business by making new client relationships. All because I continued to move forward, I refused to succumb but focus on the task at hand, relentless forward momentum!

ALWAYS remember that focus, hard work, and remembering where you come from will guide you to the success you want and deserve!

-J.D.