It’s always interesting to fully understand what drives someone’s business, as everyone has a vision of how they would like their business to be by way of look, feel and action. The majority of people in our industry actually know what to do and what they would like their business to be.

What really runs a business is the underlying reality. I’ll give you an example: people often say, “I must make 50 phone calls a week”, “I must create the perfect week”. The underlying reality is made up of the real actions that occur in every minute of every day. What exists with the highly successful people in our industry is where their vision – what they want their business to be – and the underlying reality actually meet.

A great exercise is to think about how you want your business to operate, then look at what actually occurs on a daily basis and assess the gap. For it is in that gap where the magic lives.