the Hartz Method Hits the road
I was fortunate to be invited to be a guest speaker at Allied Elite’s Q1 2026 Planning Summit in January to help align strategy, sharpen focus and contribute to the adoption of social media by senior leadership.
CEO Pete Russo and Director of Sales Rich Soto led the charge with the belief that social selling is key to additional client engagement and when leveraged effectively, a cornerstone to building credibility with prospective clients.
Our discussion revolved around cemented behavior and beliefs and the fact that “Just because you’ve been doing something for a long time doesn’t mean you’re any good at it.”
As a coach, author and mentor even I find it difficult to continuously keep my foot pinned to the floor in order to excel and drive forward with the belief that it’s sustainable 24/7. Any other sales guru that tells you that’s possible is misleading you (most likely because they have an PR army that builds their content). LinkedIn and Instagram will have you convinced that inspirational posts such as “Rise and Grind” filled inspirational quotes is something attainable.
So how do you continuously drive forward without burning out? Journaling, goal setting, accountability partners are a necessity. The even keeled top selling performers I work with set reasonable goals. However, as you’ve figured out mindset alone won’t guarantee success.
Sales tactics and methodology is the one constant that is most overlooked by mid tier performers. During my visit to Allied Elite’s summit I didn’t re-invent the wheel, but brought the conversation back to basics to remind folks that “shiny new AI objects" are a utility not the whole solution. One thing that will never change is your 50 hour workweek must contain 2 minutes of guts in order to drive your career forward. Choose those 2 minutes wisely.
24/7 drive will only burn you out.
Within those 2 minutes of guts you must rely on your tried and proven sales methodology and tactics. If you haven’t invested time or money in yourself or opened an old notebook from a sales training from 7 years ago how can you be upset with a botched sale or presentation? Because just because you were good at something doesn’t mean you are still good at it.
Allied Elite Leadership Summit