In this episode, Craig and I walk you through the process of becoming a student of the game. You see, there’s this difference between the pros and the more experienced pros. There's always people who are better than the rest.

I've admired Craig’s way of being a student of the game. I feel like I'm a student of the game. That's how I got good at things that I did.

Meeting Craig and learning from him over time, I always thought: “Well, it's just a smart guy and he knows all this stuff already.”

And then getting closer to him, being around him on the regular, I started to realize this guy's a student of the game. He's doing things on the weekends. He's doing things when nobody's looking.

Stay tuned as we talk about why it is so important to be a student of the game in this business and we also zero in on the formula for success.

Key Points of Discussion:

• Delayed gratification is a secret to being successful in anything (2:13)
• Be willing to do things unsuccessful people aren't and you’ll be a success (3:06)
• You’ve got to review your performance after you're done (5:21)
• Being able to walk away, take the sale away, and not be needy (6:38)
• About weekends, research, reading, and watching videos (7:36)
• Of sales and psychology books, and those on behavioral economics (10:22)
• Thinking about the gap between where I'm at and where I'd like to be (14:56)
• Finding the button that's going to make the heart connect with the brain (16:12)
• Focusing on what you're not great at, to get better (17:16)
• What they know about how human beings make decisions (18:58)
• Signing up for whatever made me uncomfortable and getting over it (22:03)
• Trying and finding a hot button with whoever I'm going to talk to (23:00)
• Craig on good books having fabulous ideas he can make money with (28:51)