Cases were not moving along as fast I would like and clients were not moving or responding as quickly as one would hope. I am thinking how tough this can be sometimes.

Several years ago on one of my many trips to Washington DC for AALU, I went with a close personal friend Paul. Paul had done 2 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 time to go home. Mike asked to go “walking about” one more ]me with his friends that he had been in service with for the last year. Mike was a medic and a great guy. Always making others feel better and laugh. 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 Mike and Paul’s friends 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 to one of his fallen friends. As Mike kneeled over his friend and continued to administer care, he was shot in the back. But that did not stop him. He continued to provide care. He was then shot again and again. Amazingly, Mike remained there and upright caring for his friend. One last shot…..and then he could no longer provide care.

As Paul and I walked 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 (as we often do) for a drink. I was seeking his advice and perspective.

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

As I struggled through Monday, I realized what needed to be done.

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 4 more. Opened up a couple cases and sold some business making new client relationships while I continued to move forward. 

RELENTLESS FORWARD MOMENTUM.

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