Ever notice how some people seem to have a horseshoe welded to their hip? Everything just seems to fall their way. Clients love them. Deals appear out of nowhere. The timing’s always perfect.

Meanwhile, others can’t catch a break – no matter how hard they try. Some people are soooooo lucky! Here’s the truth: luck isn’t random. It’s responsive.

Energy Is the Invitation

You can feel it the second some people walk in the room.

They’re irritated, negative, or just plain tired of life. They complain, gossip, or blame everyone else for their problems.

And you can feel the opposite, too. The ones who walk in with a grin, bring good energy, and make everyone’s day a little lighter.

Guess which group opportunity prefers?

Your attitude is either a “Welcome” sign or a “Closed” sign for good things. Energy is contagious – and most people only want to catch the good kind.

Gratitude Is a Magnet

When you focus on what’s working, more things start working. It’s not magic – it’s mindset. Gratitude tunes your brain to notice solutions instead of problems.

The person who’s thankful for every meeting, every renewal, even every tough “no,” gives off a signal that says, “I’m open for business.”

That openness invites chance encounters, referrals, and “lucky breaks” that don’t feel so random anymore.

Hard Work Is the Accelerator

Positive energy and gratitude attract opportunity – but hard work is what lets you catch it.

The universe rewards motion. Every call you make, every idea you bring, every door you walk through increases your odds of “luck.”

Hard work multiplies luck because it puts you in more places, with more people, more often. That’s not coincidence – that’s math.

Thomas Jefferson said it best:

“I’m a great believer in luck, and I find the harder I work, the more I have of it.”

Luck, it turns out, is where preparation meets good energy. You can’t predict it, but you can absolutely control the conditions that make it possible.

Bottom Line

If you want to control luck: Create it.

Bring better energy. Practice gratitude. Work your tail off.

(Which Is Exactly Why You Should)

When was the last time you sent a real letter to a prospect?

Not an email. Not a LinkedIn message. Not a “Just checking in…” text.

An actual letter. In an envelope. With a stamp.

There’s a line from sales trainer and author Jeffrey Gitomer that always stuck with me:

“The more creative you are in your approach, the easier it is to get the appointment and make the sale.”

Most tend to be predictable in their approach.

Call.
Voicemail.
Email.
“Following up.”
Silence.

Rinse. Repeat. Complain.

What if instead, you sent a letter that made them think? Not a brochure. Not a rate card. Not a résumé disguised as a sales pitch.

A one-page letter with three hard questions.

Imagine a Prospect Opening This:

Dear John,

I don’t know you yet, but I do have three important questions you might want to think about. (or whatever short intro you prefer)

1. If your biggest competitor decided to increase their advertising by 50% tomorrow… what would you do differently?
2. Imagine a potential new customer. Would you rather they find your business online by typing in your business name? Or by typing in “plumber in Dayton”? (or whatever category fits)
3. If I asked five of your best customers why they chose you, would they all give the same answer?

Make your own questions though or tweak these. Make sure they’re kinda tough to answer or at least makes them pause a bit.

You could also come up with a list of questions with your team. Two brains are better than one! Come up with questions that most business owners probably haven’t heard before.

Then…. No pitch. No pricing. Just:

“I’ll give you a call later this week.”

That’s it. You’re not selling. You’re provoking thought.

We’ve talked before about how business owners are evaluating YOU more than your media plan. A letter like this positions you as someone who thinks differently – not someone chasing a quota.

And when you call three or four days later? Don’t ask if they received it (it’s a real easy way for them to say no… and we don’t want them saying no).

“John, I sent you a short letter earlier this week with three questions. Did any of them strike a chord or make you curious at all?

If they say they didn’t receive the letter… just go with the flow and ask them one or two of your questions over the phone. And let the conversation go from there.

Either way… This is a very different phone call than:

“Just touching base…”

Why This Can Work

• Mail is rare now – so it stands out.
• Hard questions create tension.
• Tension creates curiosity.
• Curiosity creates conversations.

You’re not begging for 20 minutes. You’re earning it.

Pick five prospects this week.

Write five thoughtful letters. No fluff. No corporate garbage. No “We are the #1 station in the market.” Just three sharp questions that hit where it matters. Then call them.

If you want different results…

You have to stop doing what everyone else is doing.

Keep it short. Make it different.

So…

How creative are you?

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