Small Habits, Big Futures

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Ego, dignity, self-worth.

They are all nonsense.

If they happen to be some of (or god forbid, they are all) your primary motivations, odds are, you will never succeed.

Ego-driven decisions lead to a lack of objectivity, as well as making you less receptive to criticism and constructive feedback.

Being overly concerned with your self-worth and dignity, you might focus too much on winning or maintaining your personal image rather than prioritising business outcomes.

This applies to leading a company, as well as in sales.

Sales often feel like a form of rejection therapy. Getting used to hearing no is a part of the game.

I could list here every rejection letter I've ever received - from job applications to business deals. However, it would make this newsletter over 100 pages long and no one wants that.

The word no really divides people.

When you hear it, you can either stop in your tracks, accepting it as the final say. That's what most people do. They hit their first no and give up.

But not you. For you, no isn't an endpoint - it's where the negotiation process begins. Just like most of the famous people ever did.

Before Starbucks became the coffee giant it is today, Howard Schultz, the man behind its transformation, faced repeated rejections when he tried to raise funds. He was turned down by 217 of the 242 investors he initially approached, with many unable to see the potential of his idea to turn coffee into an experience, rather than just a drink. Schultz's refusal to take no for an answer eventually paid off spectacularly.

Similarly, when Brian Chesky and his co-founders first pitched the idea of Airbnb, they were met with indifference and skepticism. Most investors failed to grasp the concept of people opening their homes to strangers. Repeatedly hearing "no," they resorted to selling novelty cereal boxes to keep their project alive. However, they persisted, and after many rejections, they finally secured the funding that helped to launch their global hospitality empire.

This spirit of persistence is intrinsically connected with the willingness to ask the bold questions and take the bold actions.

If you're in need of some camera gear for your student project, why not reach out to 60 camera gear companies? Statistically, you might find that 10 will respond to your email, 3 will offer you some kind of deal, and perhaps 1 will generously provide everything you need.

Out of 60 attempts, one affirmative answer makes up for the 59 rejections.

Just ask - the cost of asking is zero, but the potential rewards can be immense.

Recently, I came across an interesting concept known as rejection therapy, a challenge where people deliberately ask questions likely to be denied.

This could be anything from asking a barista for a free coffee, requesting a hug from a stranger, or challenging someone to a race to the nearest lamp post.

More often than not, you'll hear a “no”, but that's exactly the point.

There is this awesome guy on Instagram that does exactly this, daily for a whole of April. Be sure to check him out.

First twenty rejections will hurt badly. Your ego gets bruised. But you get up. You try again. No and no and no again.

This is followed by the next eighty rejections hurting a bit less. Then another hundred slightly stinging, leading to you being completely free of this social stigma.

You just stop caring. You won’t care what that stranger thinks about you when you start vlogging in Sainsbury’s. You won’t care whether the old lady waves back at you.

In business, a high volume of rejections usually means you're asking enough questions. The more you ask, the more opportunities you create to hear a yes.

This approach not only directly leads to more sales, but also fosters a bolder, less fearful approach to life and increases your chances of success.

So, start diminishing the weight you place on "no's." Remember, each "no" is merely a step closer to a "yes."

Keep asking, keep learning, and transform those rejections into stepping stones toward your goals.

Another valuable skill is learning how to effectively ask, in order to increase your chances. As highlighted in the last newsletter, the value of failure lies in the lessons it teaches us.

The success of your ask largely depends on your pitch and your mentality.

Your pitch should be concise and clear. Remember, the individuals you are approaching are often senior to you or may be executives - time is precious to them.

Busy people appreciate brevity and getting straight to the point.

Communicate in clear, straightforward terms. This directness will not only respect their time but will also make your request easier to understand and act upon.

Whether it’s a brand or individual, everyone likes to hear how great they’re doing. Playing subtly to the ego of the recipient can also be an effective strategy. Acknowledging their success can create a positive tone and make them more receptive to your request.

Furthermore, frame your ask in a way that emphasizes the value you bring, rather than merely seeking a favor. This approach shifts the interaction from a one-sided request to a potential partnership or collaborative opportunity, making it more appealing.

This is a brief proposal I drafted showcasing all of the above:

To influence someone to act, you must effectively motivate them. Motivation can be seen as a gentler form of manipulation, as both concepts employ similar tactics: Reward, Ideology, Coercion, and Ego.

Reward: Offering incentives for achieving targets can drive performance and commitment.

Ideology: Engaging with deeper personal beliefs and values can increase involvement. When people feel their work contributes to a larger purpose, their dedication deepens.

Coercion: Though controversial,applying pressure or threats can produce quick results. However, this approach often comes at the expense of morale and trust.

Ego: Addressing a person's self-image and desire for acknowledgment can be a powerful motivator. Complimenting someone's skills or contributions can motivate them to maintain or improve their performance.

Each of these elements plays a crucial role in how we inspire action and commitment in others.

Building on the importance of motivation and its impact, let's shift focus to the pursuit of excellence - especially in areas that might not always be visible.

Creating a passion for perfection means caring about even when unseen by others.

There’s a principle called “painting the back of the fence”.

This part of the fence is only visible to you from your own yard and remains unseen from the street.

You could choose to paint only the side that faces the outside world, ensuring others see its beauty while neglecting what only you can see.

But if the back remains unpainted, you’re faced with that unfinished view every day. It’s a reminder of a job half done.

This concept underscores a larger truth: how you do anything is indicative of how you do everything.

Every action you take speaks volumes about your future actions.

Always do it for yourself. Especially when no one is watching, that's when your true character shows.

Consider the small, daily habits like brushing your teeth. Skipping it for a day might not seem significant, but neglect over a week can lead to plaque, over months to tooth decay, and years to serious dental disease. It all begins with that small, initial decision.

Remember, tasks that are easy to perform are equally easy to ignore - whether it’s sending a loving text to your mom, brushing your teeth, or not skipping a meal.

As we know - the human brain struggles to grasp the concept of exponential growth. Improving just 1% every day equates to being 37.8 times better over the course of a year.

So, it's crucial to sweat the small stuff. These details matter far more than they may seem, shaping who you are and who you become.

Oliver.