Here's what's interesting: 58% want to solve their lead gen problems and don't know where to start.
Food for thought: This is why a lead generation training calendar and providing daily conversation huddles is important. Knowing what to do and not being afraid to do it are the two secrets to getting into action.
Workaholism VS Work Ethic
Workaholism
Primary Motivation:
Internal compulsion to work. Feels guilty when not working.
Typical Daily Tasks:
Checks texts, social media, and email first thing, mid-day, late evening, plus weekends.
Works late into the night, deprioritizes vacations and personal time.
Poor at delegating.
Skips social/family time for extra work tasks.
Strong Work Ethic
Primary Motivation:
Belief that meaningful work strengthens character and leads to results.
Typical Daily Tasks:
Time blocks and has an end to their work day. Honors "no work" hours.
Focuses on what matters most and makes the time count.
Approaches work with intention, then switches tasks only when absolutely necessary.
Plans social, family, and self-care time and protects it.
Bottom line: All studies on this topic show you won’t outpace others by working more hours. In most cases, it’s the opposite. Productivity and health plummets between 40 and 55 hours per week. After 55 hours per week, studies show work is actually counterproductive.
Hustle culture is a trap. Without boundaries, productivity declines and wellbeing suffers. Disciplined, focused work inside clear time blocks and rest builds sustainable success and fulfillment.
One of the biggest reasons why people put in too much time is that they don't trust that they're doing the right things.
7 Things Agents Want and 1 They Don't
Our Aha: Clarity is currency. Agents follow leadership that can point to a clear future. "Direction" is now the No. 1 reason productive agents stay or go.
Agents are asking, "Where are we going and how does that help me get to where I'm going?"
At KW, our "Direction" has never changed. We're the place where entrepreneurs thrive and we help those who want to maximize their potential do so. We are a people development company.
Read Gary's digitized November letter, "The Weight of Loss" in PDF. Or click the image below to view the handwritten version.
THE LEAD™ is an exclusive leadership newsletter brought to you by KW's executive team.
Edition 9 | November 2025
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