Mo shares his insights from the habits of Ron Friedman. Decoding is extremely powerful. Mo has had great success taking models that worked for another company and decoding it and then applying it in his own way, and has noticed that without a concrete vision or model to emulate, the odds of success go way down. If you want to decode greatness, start by becoming a collector. Having only one model can be restrictive. Combining the elements that work across models can create a synthesis of the best examples and lead to a better end result. Track your behaviors because there is no way to be successful and feel great about it without tracking something of your own. We love numbers and are intrinsically drawn to them as they indicate success in life at a very fundamental level. If all you are looking at is lagging indicators, you won't feel motivated in the short-term and it can lead to feeling defeated. We need to pull the metrics back to things that we can control instead of focusing on the outcome. What can you do today to be just a little bit better at what you do? The cumulative effect of your leading indicators is long-term success. If you don't track the metrics that matter most you can end up making missteps for months without even realizing it. When it comes to business development, think about your performance all the time. One of the benefits of the pandemic is the ability to record your Zoom calls with potential clients and review the conversation. You can look at the number of questions you asked, when the other person leaned in or checked out, and more. Practice in the past and review your past performance on a regular basis. Practice in the present and write down what you've accomplished today. Having a meeting with yourself to review your progress is incredibly valuable. Practice in the future. Focus on the imagery of the elements that are important to business development meetings. Anticipate what might happen, what questions you might receive, and what might go wrong and this will give you the confidence to deliver effectively. Mentioned in this Episode: GrowBIGPlaybook.com decodinggreatnessbook.com ronfriedmanphd.com