Table of contents
People often talk about the things they want in life. I do that quite often, especially when I was younger. I talked about all the things that I wanted to do, all the things that I wanted in life. And the thing I didn’t understand as a young man is that it didn’t really matter what I wanted until I asked myself what I wanted the most. You see, without the word most in there, it’s too broad. There are so many things we all want, but none of them are things we need. And that’s okay— I’m not saying not to want things. But it’s important to stop and find a quiet place to think about that one thing you want the most—and the word most changes the meaning completely. Because when you boil it down to just one thing, if you’re willing to go after that one thing, you will achieve it no matter what it is, whether it’s faith or family or relation ships or lots of money or being super fit. Don’t let anybody tell you what you want because it’s deeply personal. Only you get to decide that. But it’s important to decide and then deter mine whether you’re willing to do the things you need to do that take you down the path to achieving it or finding happiness in the pursuit of that one thing.
Remember that your life isn’t only about you; it’s about everybody else in your circle—your mom, your dad, your siblings, and as you get older, your spouse and your own children. Life for me has been more about lifting up others whenever I can find a way to do it. What I want most in life has changed a few times, and now what I want most is for my children, Courtney, Jessica, and Christopher (CJ), to be proud of me. I receive the most joy in life by providing for the people I love and making sure they’re getting what they want. You can only hope that what you want most is in some way in alignment with what they want.
We called my grandmother (my father’s mother) Nanny. She was a tough woman. She raised seven kids on the Lower East Side of New York City during the ’40s and ’50s, which were some tremendously difficult times. Unfortunately, we didn’t get to spend a lot of time with Nanny, but I remember her saying, “Oh, stop your whining.” Stop complaining, is what she was saying. Complaining will get you nowhere. Pay attention to what matters. Look forward to what you’re trying to accomplish, and what you said was the most important thing to you. Stop whining. Go do it.
I was twenty-four when I started Lead Concept. And back then, we didn’t have seed money or GoFundMe, and we didn’t have investors. We used our first check from our first client, and I still remember waiting for that check to arrive. In fact, I’m sure the first check just came to the apartment I was living in before we even opened up a post office box. That check came in, and it paid for the post office box, and the next check probably paid for the office rent, and then we got phones in the office. Each check that came in was applied to our startup costs, and a small commission was paid to the salesperson who brought that in. Because there were four of us, we had to earn an income. We had to pay our own bills at home. So, when calculating our bills, taxes, credit card fees, and commissions, I thought I had everything all figured out, but the truth is I didn’t.
With each passing month, we were paying out more than we were bringing in, and it didn’t take very long to figure out there was a problem there. It became apparent that the company we were running was in jeopardy. I remember standing on the balcony of my brother Steve’s apartment. He’s been working with me for thirty years now, standing up for me in tough times and supporting my good and bad choices along the way, but he wasn’t working with me at the time. I was standing on the balcony of his apartment, looking out over the street and thinking, I guess I have to get another job because I didn’t do this one right.
It seemed that the best way to deal with this issue was to face it straight on. I figured out the math that I needed to do better, and then I called all the vendors I was buying lists and paper and envelopes from and explained that I wouldn’t be able to pay for them yet. I can tell you that they did not like hearing that I had no money because I had been miscalculating our overall costs and accidentally ran the bank account dry, but they were all thankful for my honesty. Rather than close my accounts, they agreed to put me on a cash up-front payment system where I had to pay for any new goods I purchased when I ordered them. They also allowed me to pay back my old debts over time. It would take me over two years to pay off that debt, but I kept digging in to make those payments. As a result, my relationships with these people grew stronger because they now knew I would live up to my word. I was honest about the challenges that I was having at Lead Concepts, and my vendors were thankful for my honesty. Unfortunately, we aren’t used to that in business.
In business and in life, many things happen to us that are setbacks. Thirty years later, some of those vendors are still my vendors. And I’ve had to have that conversation once or twice again since then because sometimes, that happens in business. But by focusing on what needed to be done and then looking forward instead of complaining about what had happened, I was able to find a solution.
My dad was the most driven and energetic businessman, father, husband, and teacher. He fought his way out of New York City. He fought in Golden Gloves matches. He always sent money to his mother, my Nanny. My parents gave me a lot, and I can only hope I did the same for my children. My father said that there will always be roadblocks, but they’re just bumps in the road. If you’re looking down, the bumps are going to seem bigger. Look forward, instead. Look at where you’re going. The farther down the road you look, the tinier those bumps will seem in comparison.
Most people complain, and they seem to enjoy complaining. They complain about things that are within their control instead of fixing them. They also complain about things they can’t control, and that’s the worst. Think about what you want most. This is what will help you to solve a problem. Most of the things you worry about will never happen—so don’t worry about them. I know that’s easy to say and not so easy to do. And some people are built to worry more than others. If you’re built to worry, that’s fine, but don’t let worry drive your decisions. Focus on the next steps toward what you really want most. Be aware of your fears, but don’t let them slow you down. Then make a decision and move forward.
I never had a propensity to say, “Poor me,” when something went wrong. When I found myself going through a divorce that I never thought would happen, I quickly determined that even though my home life was coming apart, it made little sense to let my work life do the same. By then, there would have been twenty to thirty people at the company. I spent hours at the office every day with these people. They had become my work family, friends, associates, and confidants. I knew what I wanted most at that moment was to be there for my children, Courtney, Jessica, and CJ. (CJ calls himself Christopher now, but if he indulges me, I’ll refer to him as Christopher, Jr. or CJ throughout this book.) But I also knew that complaining about what I was going through wouldn’t help (not that I didn’t complain at all). I needed to focus first on what I wanted most—for the kids to have what they needed, to be able to make it to their games or practices, and to get them to school on time with homework done and lunches packed. I had to focus on being at home when I was at home, and then I could focus on being at work when I was at work. My brother Steve stepped up more than ever during these times and helped me run the business. He was the company’s savior, and he certainly saved me at a time when I needed to focus on creating success at home. Not letting the business fall into disrepair was important because losing my income would only make things worse.
Of course, time passed, and eventually, life settled back down. The kids were either resilient or learned resilience as a result of our circumstances—and they got what they needed from Dad. I began to feel the work-life balance shift back to work because I thought that being a good earner during that time would make everything easier at home. It was a bump in the road for me personally, the biggest bump I ever faced. And while I’m sure I did think Poor me, I didn’t say it out loud.
Take the time to ask yourself, at various times in your life, what do I want most? That question can change everything. It can help you make the biggest decisions in your life. Do I buy a new car? Do I buy a house? Do I buy stocks? Do I buy a new watch? Do I eat that piece of cake? What do you want most in life? If your decision goes against the things you believe are most important, then it’s probably not the right decision. Ask yourself what really matters, what you want most from life, faith, and family. For me, there would be no bigger hardship or personal failure than if my family came apart. You’ll want many things in life: faith, family, security, relationships, travel, money. If you’re like me, you’ll want to make sure your partner gets what they want most in life too, and your job is to help them get there. Ask your spouse or partner to go to a quiet place and consider what matters most to them. You may be surprised by what you both learn.
Table of contents