I always look forward to lunch with my good friend Keith Glasch, who is president of Ruskin in Grandview MO. He has so much wisdom to share, and does so with an energy level that is infectious.

We met at Q39 in Old Westport, Kansas City. Keith travels all over the world, and somehow hadn’t been to Q39 yet. Shocking, I know (by the way- if you haven’t been to Q39, you need to check it out. Go for the brisket!)

At lunch, Keith shared some helpful strategies on leading teams, setting goals, and how to build a great company.

I even learned a dining etiquette rule: When you drop your napkin on the floor, don’t pick it up. Ask for a new one (by the way, I was the one that dropped his napkin).

At the end of our lunch, Keith recommended a book for me to read: The Power of Your Subconscious Mind, by Joseph Murphy. I jotted down the title in my notebook, right below all the other gems Keith shared earlier. As soon as I got back to my office, I hopped on Amazon.com and searched for the title. Two days later I had the book in hand.


One of my favorite chapters in the book discusses how to use your subconscious mind to be more successful.

Here are the author’s three steps to success:

1. "Find out the thing you love to do, then do it. Success is in loving your work."

Selling more equipment or making more money shouldn’t be the goal. That should be the RESULT. If you love your work, success is imminent. In fact, just loving your work IS success. You will have more energy than your competitors. You will be more fun to work with than anyone else in your market. You will be more knowledgeable. Success is loving your work!

2. “Specialize in some particular branch of work and know more about it than anyone else.”

My 2 cents on this: Just focus on getting 1% better every day, and avoid comparing yourself to others. Especially to those who have been in your field longer than you. Spend time each day learning new things and then sharing what you learned with your network. If you can get better every day, it will eventually work itself out, and you will be one of the most knowledgeable resources in your market.

3. "This one is the most important. You must be sure that the thing you want to do does not redound to your success only. You must not be selfish. It must benefit humanity."

Helping others is the holy grail. If you ever feel like things aren’t going your way, think to yourself, “What can I do to help someone today? What information can I share that will help my customer? What tool can I create that will save my customer time or will help them make more money?”

Success is not higher status or more money. Success is helping other people. Success is loving your work.

How do you define success?

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Brad Telker
Vice President, Applied Systems Group at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of the Applied Systems Group, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family