We’ve all heard the phrase, “I don’t work harder, I work smarter.” And while there’s merit in efficiency and leveraging tools or delegation, I’ll be honest—I think we’re starting to misuse that mantra.
Working smart has its place. It helps streamline tasks, manage time, and avoid burnout. But let’s be clear: there is no substitute for hard work.
I’ve said it before, and I’ll say it again: I may not be the smartest guy in the room, but no one will outwork me. I’ve built a career on grit, effort, and relentless follow-through. And I’ve seen time and time again, whether in real estate, business, or life, it’s the people who are willing to do the hard stuff, over and over, who pull ahead.
Working “smart” can sometimes be a trap. If it means outsourcing all engagement, leaning too heavily on automation, or losing the human element, are you really outperforming? Or just checking boxes?
Here’s why outworking the competition is still the ultimate differentiator:
1. It Drives Innovation
When you push past comfort, you grow. You learn. You evolve. That’s where the breakthroughs happen. Not in the shortcut, but in the struggle.
2. It Builds Market Position
People notice hustle. Clients, colleagues, competitors. When you show up early, stay late, and deliver above expectations, it sets you apart. It creates loyalty, credibility, and results.
3. It Fuels Profitability
More effort equals more conversations, more conversions, and more consistency. When your name becomes synonymous with commitment, business follows.
4. It Shapes Character
Hard work teaches discipline, resilience, and humility. It sharpens you. And in a world looking for the easiest path, that mindset becomes your competitive edge.
5. It Keeps You Agile
The landscape is always shifting. Markets change. Clients change. Technology changes. Outworkers don’t just survive, they adapt, because they’re wired for the work.
So, don’t be afraid of the grind. Embrace it.
Work smart—yes. But work hard and work often. If you’re willing to do what others won’t, you’ll earn what others can’t.
OK, Let’s get to work.
TERRY Talks 