This weekend I took 5 calls. Including one from 6-7pm Saturday night.

Times when most people don’t want to be working.

The Sunday morning caller opened with:

“You remind me of myself when I was younger. Hungry. I used to take calls on weekends too.”

By the end of the call, he’d decided to hire me.

He’ll be the largest client I’ve worked with so far.

I’m not sharing this to say “look how hard I work.”

I’m sharing it because this is the part of entrepreneurship people don’t see:

• The calls you take when everyone else has “business hours”
• The weekends you choose to work because momentum matters more than balance
• The people at the top who recognize that hunger, because that’s how they got there too

Most advisors I meet optimize for comfort:

• No weekends
• Need to get their golfing in during the week
• Minimal time spent researching new strategies/opportunities for clients

If someone serious about their finances wants to talk and I have the capacity, I’m going to show up – even if it’s a Saturday night or Sunday morning.

If you’re an entrepreneur or high earner in that same “building” phase, keep stacking those unglamorous reps. The biggest breaks usually don’t show up on your ideal schedule.