A quote from Brian Tracy a few weeks ago really captured our industry over the last five years.
He quoted Vince Lombardi, the legendary coach of the Green Bay Packer professional football team, who said, "The harder you work, the harder it is to surrender."
I can tell you that nothing I've heard better describes the success and failures in our business. We get many calls in our office, both from those who are succeeding and those who are struggling. In just a few minutes I can tell a lot about their business based on what I hear about their attitude and work ethic.
Those who have a plan and are willing to do the work required may have problems, but they're building their business anyway and refuse to let adversity stop them. They are focused and goal oriented and they are going to get the job done no matter what. They embrace the old saying of, "when the going gets tough, the tough get going."
On the other hand, too many haven't realized yet that business requires hard work, lots of it. They aren't willing to put out the extra effort necessary to make things happen. Many got into this business in 2005, 06 and 07 when sometimes all you had to do was have a phone number and you would get calls. No effort or sacrifice was needed to develop a business, just show up and it was there.
Along came the bump in the economy and their business went away. We've probably lost between 35% and 40% of all the so-called contractors that were in business in 2006 and 2007. Those we lost didn't connect the dots between the price you must pay to develop and build a solid business, and the effort it takes to make it happen.
Earl Nightingale once said, "Do your work." What he meant was to make a plan and get it done. Don't expect others to hand you anything. Coach Lombardi is saying the same thing. Take an honest look at your attitude and work ethic if you want to know whether your business will succeed.