Duty

“Only aim to do your duty, and mankind will give you credit where you fail.” Thomas Jefferson

Entrepreneurial Journey

Reflecting on the early days of my journey at New York Life in 1987, I can't help but recall the intense anxiety that came with being in what we called the "eat what you kill" mode of compensation. However, my sales manager at the time introduced me to a game-changing strategy known as the "mailing list approach" that New York Life championed.

This approach involved reaching out to friends, referrals, or even complete strangers over the phone, using a concise script that concluded with a simple request: "I'd like to come by your office for 15 minutes to add you to my mailing list and stay in touch." It may sound unconventional, but it worked like magic.

The mailing list approach taught by New York Life emphasized the importance of booking three appointments every single day. By following this system, I found myself liberated from the constant worry of where my next sale would come from. Instead, I could wholeheartedly focus on the "DUTY" of securing those three appointments daily.

It was a challenging discipline to maintain, but the results were undeniable. What amazed me the most was how this approach transcended beyond my professional life and had a profound impact on all aspects of my life. That's why I hold the word "DUTY" dear to my heart.

Lessons

During the years from two to five, my son Carter attended daycare at the Chenal Valley Church. It was an incredible place with exceptional teachers and caregivers.

One specific memory that remains vivid in my mind is when I used to drop Carter off at Chenal Valley Church every morning. The pastor's office was situated just about 20 feet to the left, and the pastor's name was Mr. Danny, a tall, super friendly, and boisterous man.

Whenever Carter walked in, Mr. Danny would enthusiastically call out, "Carter, come here man!" Carter's face would instantly light up, and he would rush over to Mr. Danny, jumping into his lap. Mr. Danny would exchange a few words with Carter before gently setting him down. As Carter began to walk away, he would always say something that has stayed with me all these years: "Carter, (then pause as Carter looked back) do your duty."

As time has passed, I've come to realize that if we were limited to just three words of advice on how to live life, those words might be as profound as any.

Wisdom

Here's a snippet from the Lead The Field from Earl Nightingale, one of my all-time favorite authors. I've immersed myself in his writings and recordings countless times, and even now, I still find inspiration in his words.

“One of my favorite poems goes like this:

I slept and dreamed that life was joy

I woke and saw that life was duty

I acted, and behold

Duty was joy.

We are at our very best, and we are happiest when we are fully engaged in work we enjoy, on the journey toward the goal we've established for ourselves. It gives meaning to our time off, and comfort to our sleep. It makes everything else in life so wonderful, so worthwhile.”

Trent Takeaways

Embed DYD (Do Your Duty) in your head.

Be willing to fail. Make a game of it.

What can you do to find your fight?