Have you ever noticed how our behavior seems to be at the base of our being? What we like, how and who we choose, the way we act or react to the ever-changing circumstances and people that come our way.

Most of us love heroes, we love to win, and truth be told, we usually find ourselves in a competitive situation, especially if we’re good at what we do. We love the brakes of a triumph, an approving smile from our family, our boss, even the enemy. Indeed, victory is sweet.

However, when we find ourselves in a situation, or circumstance or with a particular person that generates frustration, an immediate “no victory”, an event that brings out our fragile side. That particular space in our heart, our brain, even our spine that resonates fear, difficulty can be dangerous on our part, what often happens? Do we recognize the opportunity to grow, to learn, to improve ourselves? Maybe. What a particularly stupid statement from a regular confidant, a person as competent as we are! No, do you really want to know what really happens with the “short circuit” of this challenge? We resign. We walk away, “cut our losses,” and return to the things and people that make us feel strong, happy, and confident.

In 1776, immediately after the Declaration of Independence, the Commanding General of the United States, George Washington, had 30,000 soldiers sign up, step up, and pledge their allegiance to fight England. In Christmas’s daring foray across the Delaware to fight an impossible battle at Trenton and turn the tide of nine straight defeats, 2,500 men remained. Washington was losing 300 men a day to desertion. Therefore, Thomas Paine wrote to the Americans about the “Summertime Solider” and the “Sunshine Patriot”. When times were easy, everyone had shoes, a stomach full of food, warmth and shelter, everyone was there for the Continental Army and the patriot. When winter came, rations ran out, the vast superior army of the British arrived and the defeats began, those “same” Americans rescued, ran for the hills and abandoned altogether. However, later, when the United States (finally!!!) gained its independence, many of those same souls took credit for what they never did. Amazing. Even back then, behavior still ruled the day.

Quitting smoking is an ART It is behavioral, habitual and extremely easy to master.

The A stands for “Attitudinal”

The R stands for “Repetitive”

The T stands for “Line”

These three characteristics form an “action” that often invades us and seems to settle. Once we apply the two most dangerous descriptive words to failure… “justification” and “rationalization,” then the die is cast. We have accepted it. We’ve done it in a particular way to “save face” for those we know, and now it’s time to move on.

In your business, failure can often be a blessing for you: divine intervention. Without tripping, you may not be able to identify that hard-to-find flaw that’s marring your product or preventing you from achieving total victory. Hard times should be just another part of the learning curve or mastery of your craft. Right now, you have the opportunity to find out who your friends are, how loyal your staff are, how dedicated your customers are to you. All of these “measures” happen when it’s logically time to quit, but you don’t. Instead, you “stay the course”, you see it through to the end, you finish what you started. And for that you build your self-esteem and character is born within you. Do you realize that by taking these risks in order not to quit, you get away from the mafia pretty quickly, the majority?

Why do you think heroes are so few? Also, how could someone (usually an ordinary guy) become that hero if he wasn’t in such a precarious situation?

Vince Lombardi, the great NFL football coach for the Green Bay Packers, once told a reporter after his team won one of the first Super Bowls ever played. He stated that “his hardest training moment of all was not letting his team get into the ‘habit’ of losing.” He said that “both winning and losing can create a habit for anyone, not just football players.” He was “ever vigilant”.

So what will it be when you hit the wall and find you have a “hard road to the hoe”? Do you quit again? Let justification and rationalization have their way with your soul? Or, do you recognize that the devil is playing here? The cunning evil one wants you to go away and not achieve, not conquer, not grow, not convert. These “don’ts” start to add up fast, don’t they?

It all comes down to your choices, your convictions, your stamina, and yes, your courage.

After World War II ended, the Prime Minister of England, Winston Churchill, was invited to America and was paid $100,000 to speak at West Point to the graduating class. It was his shortest (and perhaps his greatest) speech. He stood up, looked at the graduates and said:

“Never, never, never, never, never, never, never give up… God bless you and thank you.”

For those of us who finished strong, keep it up!

Jim Chilton

Your prospecting master