Winget focuses much of his effort (and ire) on established concepts and keywords. One of his primary targets is a word heard in the powersports industry every day: passion. Winget explains that passion won’t carry your business forward because simply wanting something really badly won’t make it come true.
“I know lots of people that are passionate and are the best at doing something… that doesn’t need to be done,” he said.
Instead, he told the audience that the road to success is simply a matter of hard work and excellence. “There are no ‘secrets’ of business,” explained Winget, “and it isn’t enough to just be good at what you do. Hard work and excellence are the only things you need, but you need both.”
Winget then proceeded to give his versions of the secrets of many business subjects. Larry Winget on customer service: “Be nice.” Larry Winget on closing a sale: “Ask. And what if they say no? Ask again!” Larry Winget on being yourself: “What if you’re stupid? What if you’re an asshole? What if you’re a stupid asshole? You’d better be someone else, then!”
Winget is not a man to mince words. His bluntness (such as his belief that “people are idiots and I can prove it”) is legendary and was the ideal wake-up call for the attending crowd. He closed by explaining his views on what a business owner truly needed for success: the willingness to sacrifice and the ability to remain flexible.
“Success is about sacrifice — what you’ll sacrifice to get there,” he explained. For example, “you don’t get skinny; you give up what makes you fat. You don’t get rich; you give up what keeps you poor.”
Winget believes you need to take responsibility of your situation and remain flexible on how to get to your goals. “People hate change,” he said. “And people don’t change until they get uncomfortable. But humans are the only species that choose to do less, be less, and have less. You don’t see a tree grow a little bit and stop, saying ‘that’s good enough.’ Forget the idea of ‘haves’ and ‘have nots,’ it’s really about ‘will’ and ‘will not.’”
– Bruce Steever