On who, rising stars, and negotiation

On who Rather than think about the resources that you'll need to consume to complete a project, ask yourself who will be able to help you. It seems like you enjoy doing everything yourself and even take pride in doing the best job yourself, but that's not always the best way. In fact, it's rarely the best way. Especially when you have people around you that are willing to help you and make your work better. Delegation is not easy or natural for you, but that's okay—start small and keep putting faith in the people around you. Allow them to flourish in their roles rather than taking over for them.

On rising stars How many people around you will become truly great in the future? More than you may believe currently. I don't mean only the people you know, but the people in your town and in your city—many of them could go on to do amazing things in their lives. If you underestimate them and judge that they aren't worth much, you'll be left behind every time. However, if you value the work they put in daily, you can learn from them. You can even rise with them by putting in the same amount of work (and some). Support those around you in their chase for their own dreams. You never know who will be the next to rise to the top.

On negotiation The more you learn about communication, the more you realize how little you know. As you read Never Split the Difference, how many of those intricacies had you noticed? Nearly none of them. You were oblivious to things that influence the course of life every day. I want you to keep reading but also start putting these things into practice. Get into more negotiations. Make more deals. Put yourself in uncomfortable situations where you're not sure how you'll end up on top. It's the only way you'll get better at it. Besides, what do you have to lose? If you pick up the phone right now and attempt to make a sale or get a contract to do some sort of work, you only have something to gain. The only loss you're averting by remaining comfortable where you are is the loss of experience and learning. Don't let that happen.

On the passage of time When you are doing something like reading or writing, time passes without you knowing. It's not that it passes any faster or slower—after all, the clock is not looking to you to figure out when it should tick—but you don't notice it. I'll ask you this: If you have enough attention to pay attention to the clock, are you focused enough on your work? Absolutely not. Especially when you're on the train or waiting for something to happen, get yourself busy. Don't let valuable minutes of your life disappear into the abyss because you were waiting.