By Robert Freedman, REALTOR® Magazine
If the person you saw in the mirror this morning wasn’t your usual motivated go-getter self, maybe you should leave the office early today and read Play to Win (Austin, Texas: Bard Press; $24.95).
The few hours it takes to read this energetic pep talk are worth the lost office time. Written by Larry Wilson, the motivational expert who brought you The One Minute Salesperson, and his son, Hersch, the book forces you to ask yourself whether you’re “playing to win” or “playing not to lose.” If you’re merely playing not to lose, you may make it to the office every day, and you may even be a top performer, but you’re missing out on what it takes to find your success a rich experience.
Wilson bases much of the book on his experience running Pecos River Change Management, a favorite retreat for executives and salespeople looking to recharge their batteries. Mixing anecdotes from Pecos River with research from cognitive psychology, he argues that you can have a rich, full life without sacrificing your success in business.
Although Play to Win is a motivational read, don’t look to it for concrete steps to improve your business performance; for that, you ought to read The One Minute Salesperson.