How To Keep The Phone Ringing

I was reminded of the biggest driver of success when giving a speech while sick as a dog last week. It keeps my phone ringing. Do you do it?

I pulled this post yesterday just as Martine was pushing ’send’. I lost my nerve, fearing it sounded boastful. Forgive me please if it does. I don’t mean it to be. It’s just a reminder of what drives success. So here it is. Shared with love.

Now, my IQ is about average. (Apparently my EQ is much worse than that!). Here’s the point. I manage to continue to thrive in my little corner of my little industry because I commit to one habit. Muhammad Ali summed it up with this powerful statement:

“I am on the road, long before I dance under the lights.”

I know that I am still right ‘in the mix’ simply because I work harder than many others in my little world. And that includes the young ‘hot’ guns, on the way up. I’ve done it for 35 years. And do it still today.

It’s a key driver of success: work harder than anyone else. It does not mean longer hours (though sometimes that’s exactly what it means). It does mean working with pace, focus, intent and persistence.

Get up earlier. Sweat every minute of every day. Put pressure on yourself. Be constantly restless. Know you are only as good as your next result for a client. Don’t rest on your laurels. Maintain healthy paranoia, always.

Put your hand up to help. Meet people. Write blogs. Even books. Be always at it. I’m all about ‘producing’, and very selective about sitting back and ‘consuming’ (except dammit food and red wine, but that’s a story for another day).

I am driven by delivering outputs: getting more of the right things done, every day. To do lists. Getting shit done. It’s even printed on the cover of my note books. Get Shit Done.

Yes, I need to work smarter, and to focus. This I am average at. I can do better.

But I am good at going ‘the extra mile.’ As rugby legend Brad Thorn so neatly puts it: ‘Champions do extra.’ And, those that do this will say it’s fricken lonely on that extra mile.

Settle down, Possums, please. I’m NOT claiming to be a champion. I do try though to copy their habits. I’ll never stop doing it while my health permits.

For me, it means the 6 a.m. flight to Melbourne rather than ‘the Chairman’s flight’ mid morning. It’s a 4 a.m. wake-up to get two extra hours to deliver on a request for an article on the crisis management mistakes of Australian cricket for The Australian Financial Review. It’s squeezing in three extra meetings in a day. It’s hand-writing 700 personal notes to contacts wishing them a successful and happy year ahead. It’s when a former colleague calls and asks: ‘are you interested to help on a difficult crisis project for my Adelaide-based company?’, and I make sure of the happy coincidence that I ‘just happen to be in Adelaide’ two days later, so let’s meet to chat about it (and then win the brilliantly challenging assignment by the end of the meeting).

I don’t claim victory. Nor claim I am some sort of uniquely shiny talent. I’m not. You know that!

I’ve just been reflecting on how massive the past six months have been work-wise for me. I’m involved in exciting stuff, learning and growing, traveling, working with such inspiring and talented people. So I ask myself: why is MY phone ringing, with a steady flow of challenging opportunity, even though I’m touching 60 years old, and in a young person’s industry?

I reckon it must be that I do work at it harder than most in my little patch. And I do it every day, every week, month, year. Decade in, decade out. I ‘turn up’. And as Woody Allen said, that’s 85% of the secret of success.

I even turned up to give a free speech to a business last week that could and should have paid for it. That fair fee would have bought a business class ticket to the Cannes Creativity Conference (yes- I am turning up for that too…hardly a hardship, that one). But I did it because the guy asked. (Ask boldly for what you want. Often you get it!!) I was sick as a dog on the day, could not let him down, showed up, and we had fun.

Something great WILL come out of it one day. You’ve got to pay it forward. Because as Muhammad Ali says, you have to be on that road long before you get to dance in the lights.

Are you on that road often enough? Consistently enough?

One day that phone WILL stop ringing – and when it does, I am completely driven to make sure (so long as I keep working at it) I can fill the wine glass with full confidence I gave it my very, very best shot.

Hopefully that wine can mature in the bottle for years to come. For me. And for you.

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23 Responses to How To Keep The Phone Ringing

  1. Alice April 12, 2018 at 10:29 am #

    I needed to read this today. I was feeling demotivated and uninspired, but now I’ve got to get back to work! – Thank you!

    • Chris Savage April 12, 2018 at 1:11 pm #

      Good to hear, Alice!

  2. Craig Badings April 12, 2018 at 10:42 am #

    Inspiring and true Chris. I know. I have seen you do it year in and year out.

    • Chris Savage April 12, 2018 at 1:12 pm #

      Thanks Craig. You are same same…. Chris

  3. Jenet Cennet Depke April 12, 2018 at 11:02 am #

    Good morning Chris

    Thanks and gratitude for your inspiring pearls of wisdom, your relentless commitment to pursuing your dreams and goals, whether you are ill or down or up your commitment to continuing in your journey with your unrelenting passion and paying it forward is so admirable. You sure are one of a kind and so blessed to have you as part of my life journey.
    May your cup be always full, and that your life journey is abundant in all areas of your journey.

    On a week I needed to read your wisdom most it’s truly made my day. My heart felt gratitude again for making time for everyone who knows you or receives your blogs to benefit from.
    Have a blessed day.
    Warmest Wishes, love and blessings Jenet:)

    • Chris Savage April 12, 2018 at 1:12 pm #

      Thanks Jenet. You know we all love you. Chris

      • Jenet Cennet Depke April 16, 2018 at 11:10 am #

        Good morning Chris

        Hope you are well.

        Thanks and gratitude for your beautiful sentiments, compliments and very kind thoughts, I sincerely appreciate it. My eyes swelled up with tears of joy and knowing you genuinaly care so much me always. May abundance fill your path every day.

        Warmest Wishes and love

        Jenet:) xx

        • Chris Savage May 30, 2018 at 2:36 pm #

          Thanks Jenet!

  4. Paul Alexander April 12, 2018 at 12:33 pm #

    A good post, thanks

    • Chris Savage April 12, 2018 at 1:13 pm #

      Thanks Paul!

  5. Matt Upton April 12, 2018 at 12:38 pm #

    Great read as always. I know firsthand you are one who practices what they preach, having meet you for the first time randomly in a coffee shop, and then 2 hours later emailed a comp. ticket to your next event, which i thoroughly enjoyed!
    Almost as much as I enjoy your blog posts…..Thanks for the inspiration. Age is just a number……


    • Chris Savage April 12, 2018 at 1:13 pm #

      Thanks Matt- appreciated. Chris

  6. BV April 12, 2018 at 7:21 pm #

    One of your best Chris. Thanks for hitting send.

    • Chris Savage April 12, 2018 at 9:11 pm #

      Thanks Brian!

  7. Amanda Canavan April 12, 2018 at 10:00 pm #

    Some days stuff comes your way just when you need it, at the most perfect time. An incredibly solid piece of inspiration for me right here, Chris. Thank you! I’ve just changed what the cover of my note book says and filled my wine glass!

  8. Siew Mortensen May 16, 2018 at 12:43 am #

    I love and enjoy reading your posts – so inspiring! Thank you for sharing.

    • Chris Savage May 30, 2018 at 2:37 pm #

      Thanks Siew

  9. Michele Corin May 29, 2018 at 9:03 am #

    I read this blog a few weeks ago and it has stayed with me. Your blogs often do. I enjoy reflecting on their content. My key take-out becomes my focus and often results in changing my behaviour. I love the way you share the lessons you have learnt, so we can also learn from your experience. This blog about being successful is different for me. I have reflected on the content and it has continued to trouble me. Why? To me, the blog has more traditional focus about a way of working that in the long-term is unsustainable. It forgets about work/life balance. And where does this often lead? To health issues. Messages about working harder, getting the right things done, not sitting back …..these concern me as they focus on the ‘doing’ not the ‘being’. As someone who was always been ‘at it’ I know it can be exhausting and have long-term health ramifications. Of course there are also great messages in the blog. Going the extra mile for clients is important….it needs to be balanced with making sure we also go the extra mile for ourselves. From reading your other blogs, I know you get that.

    • Chris Savage May 30, 2018 at 2:38 pm #

      Thanks Michele. I appreciate the perspective. I DO get it- as you say. I did not reflect this sentiment in my blog post, so fair enough for you to call me out on it. Thanks for your interest. Chris

  10. Jaqui Lane July 1, 2018 at 12:03 pm #

    Well Chris I am bloody happy to read this, as this is what I do EVERY day and I love it. People often ask me how I can keep doing it, and yes it means I don’t do a whole rang of other things. But, I love what I do and for me it’s not ‘work’. And I am passionate and committed to my clients and my writing. Means I’ve written 15 books in the last 5 years, have 4 in process and 2 waiting…and I’m building a new business. Like you, I’m not saying this to show off rather how a focus on getting shit done EVERY day…even Sunday (actually I don’t have weekends) brings success and for me delighted clients who know I do what it takes. A tough but good club to belong to.

  11. Henry July 20, 2018 at 1:46 pm #

    I love the ‘just happen to be in Adelaide’ strategy – will keep that in mind

    • Chris Savage July 24, 2018 at 3:54 pm #

      Thanks Henry!!

  12. Deon October 24, 2018 at 3:07 pm #

    This was absolutely impeccable advice, at EXACTLY the right time.

    Thanks Chris!

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