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could also apply to individuals, but only if they were
ready for the rigors of his coaching.
I used to teasingly call one of his illustrative per-
sonal stories “The Parable of the Mission.” As a young
missionary for his church in England, Hardison broke
all records for enrolling congregants. He contrasted his
own method with that of the other missionaries.
While the others would rush out and knock on doors
all day, Hardison would spend the first part of each day
planning and plotting his activities. By creating his day
before it happened, he was able to combine visits, econo-
mize on travel time, and increase the number of enroll-
ment conversations in a given day. He also used his cre-
ative planning time to set up intra-neighborhood refer-
rals for himself so that many of his visits came with a
reference.
The other missionaries were very active, but they
were focused on the activity, not the result. They were
in the business of knocking on doors and scurrying
about—Steve was in the business of enrolling people
into the church. The records he set for enrollment were
no accident. He planned things that way.
Steve helped me understand something that lives
inside of all of us, something he called “the voice.” When
you wake up in the morning, the voice is there right
away, telling you that you are too tired to get up or too
sick to go to work. During a sales meeting when you are
just about to say something bold to a client, the voice
might tell you to cool it. “Hold back.” “Be careful.”
“The trick is,” said Steve, “to not ignore or deny the
existence of the voice. Because it’s there, in all of us. No
one is free of the voice. However, you don’t have to obey
the voice. You can talk back to the voice. And when you
really get good, you can even talk trash to the voice.