Page 113 - Never Fly Solo

86 | NEVER FLY SOLO
without any expectation of a business referral or other return
favor.

5. When fighter pilots practice maneuvering in close fin-
gertip formation, it’s called “wingwork.” It hones our skills
and gets us used to maneuvering as one unified formation.
You must do the same. Get out there in the real world and
work in formation with your wingmen. Don’t just network—
“wingwork,” with the focus on the other person. Be seen,
and don’t let your prospects, peers, and community lose sight
of you.

BEWARE OF DISTRACTIONS DISGUISED
AS OPPORTUNITIES

Henry David Thoreau once said, “In the long run, people hit
only what they aim at.” He was onto something. The key
word here is “aim.” Aim requires focus, and lack of focus is
often the main culprit in a failed mission. Vision without
focus leads to chaos. Lose sight, lose fight.
Most of us have a decent visual fix on where we are going.
But in my experience, it’s a rare thing when someone has the
disciplined focus to stay consistently on target and accomplish
the mission. This is where wingmen can help.
Think about it: You’re entrenched in writing an incredible
sales proposal, and the phone rings. Or you’re practicing your
sales pitch to that major prospect, and an e-mail pops up
demanding an immediate response. Or you just sat down to
plan tomorrow’s schedule, and your friend calls to discuss a
relationship issue.
One second, you’re focused on the right action; the next,
you’re off target. These “opportunities” are merely distrac-