Let’s talk again about foundations for a moment. I’m in the air somewhere over North America, looking forward to being home after a lovely week teaching.

From my room in Toronto, I saw something that I wanted to share by way of analogy. I was in the True North teaching a sales class (the Producer Academy). This is the second year I’ve had the privilege of teaching the course for the Insurance Brokers Association of Canada. The course is twelve days long, taught for three days once per quarter. We’ve been in the same downtown hotel both years. So, for the last year and a half, my room has overlooked the same general vicinity in downtown Toronto.

Like many big cities, Toronto is in a relatively constant state of construction. Cranes fill the air (not the feathered kind) and jackhammers sing. Our hotel is near the site of a new condominium and hotel complex where construction began over two years ago.

Of note is the fact that in six trips over 18 months, all we’ve seen is the digging, pouring and stabilizing of the foundation of this massive structure. As yet, not a single wall or door or window has appeared. No bricks, two by fours or metal beams are in place. Not a drop of paint has been seen. Almost two years, and we still have only the foundation.

Now, to clarify: this is a massive structure that is going to be 60 stories or more, and which will include underground shops and a connection to the famous Toronto PATH. (Ask me sometime about the “mole people”.) So the true foundation of this creation is about ten stories deep already!

All this is said to bring me back to a very important point about foundations, and the critical impact they have on building our businesses. They must be firm, deep, solid, well planned, and carefully, meticulously built. We cannot rush the process of building the base for our companies (or our lives, for that matter). A very high percentage of our time, effort and money need to be spent on the underpinning of our mission. Our structure simply cannot stand if we are not properly preparing the fundamentals. This is difficult, because it takes the longest, and because you really can’t see it once the “building” is up. You’ll need great discipline to stay the course and to do that part right.  

This is the concept upon which I’m building my practice. I’m happy to be able to share it with you.

Copyright Sapphire Enterprises LLC 2010