This week’s #WednesayWisdom comes from Steven Pressfield’s blog and is a story about Frank Sinatra.

Dan Sullivan is one of Steve’s friends who served in the army and his job in the army was to book talent to entertain the troops. One of the singers he contracted was Frank Sinatra. Dan watched Frank work for several days leading up to the date of his performance, and Dan’s biggest takeaway was:

Frank Sinatra doesn’t move pianos. Frank does two things and two things only: he sings, and he prepares to sing.

Dan applies this principle today to his coaching of high-end entrepreneurs, but it applies equally to you and me as loan officers and managers, meaning….

Concentrate on the one thing you do best and delegate everything else.

Understand that some of us are in the early stages of our business and we have to be the handyman, the plumber, the bookkeeper, the janitor, and receptionist, and the loan officer.

However, there comes a time when we can’t be the janitor anymore – we have to hire one. There comes a time when we can’t be the receptionist anymore – we have to hire one.

Biggest takeaway: spend more of our time on highest and best use. What this is varies by your role – but ultimately we are in the business of relationships and helping others. If we’re not building relationships and helping someone every single day, maybe we’re moving pianos when we should be singing?

It’s time to switch to Frank Sinatra mode – We don’t move pianos. We sing, and we prepare to sing.