You cannot out-work poor planning or bad work habits!

You’ve heard the old saying that you cannot out-train a bad diet. The same holds true in business – you can’t out-work poor planning or bad work habits.

What does this mean? Well we all have bad habits, and as a personal trainer will tell you “you could work out seven days a week but if you go home and eat a pizza every night you’re never going to lose weight.” The same holds true in business. If you continue doing the same thing over and over again and keep getting the same bad results then why do you continue to do it? If you go out on sales call after sales call and you don’t close any sales, it’s time to figure out what you are doing wrong. If no one reacts to your Facebook and Instagram posts then they obviously are not engaging and it’s time to change them. If you’re not gaining traction at networking events you are doing something wrong. If you have been in business for years and you are bringing in gross revenue but not making a profit or paying yourself then something needs to change.

We have also heard the old saying “the definition of insanity is doing the same thing over and over again but expecting different results.” The fact is that we all have bad habits and make mistakes but successful entrepreneurs analyze their results and adjust accordingly.

I meet with clients weekly and offer advice and changes to turn negative results into positive and effective ones. It’s up to my client to take that advise and implement it, or not. A coach or consultant is here to guide and advise you. But you need to take the advice and put it into practice or it’s worthless. If you have a problem in your marriage you go see a marriage counselor. They help you figure out your issues and work through them. But just like business, marriage is hard and habits are hard to brake. You need to follow the advice to make things work. When we pay for help we should put the advise we are given to work.

Here is an easy exercise that won’t take you much time:
About 20 years ago someone showed me how to “replay a call.“ What does this mean? It’s really pretty simple. When you go out on a sales call or meet with a client, whether it’s a good or a bad meeting, you sit in your car afterwards, immediately following the meeting, and you analyze what you did right and what you did wrong. If you got the sale or had a great meeting you write down what you did properly so that you can repeat it. If you had a bad meeting and it didn’t go well you write down what you did wrong so that you can improve next time. It’s kind of like a football player watching a tape of last week’s game and analyzing their good plays and their bad plays. They analyze what they did right or what they did wrong so that they can repeat good plays and avoid bad ones next week.

Don’t know how to do this? No problem. We can teach you. Check out our “Replay the Call” seminar at and click on “Series 4: Replay the Call”.

If you want to improve in sales, business or life sometimes you need to know what you don’t know and ask for help. Constant self improvement and change is what leads to success. If you aren’t happy with where you are then find a way to change it.


Lance Shnider – Thought Leader, Sales Coach, Consultant, VC and Motivational Speaker. Lance has 22 years proven sales leadership experience and has traveled the country to motivate and train sales professionals. His background is in insurance but his experience expands far beyond.