"Success is not found in pursuing our own ambitions alone; it emerges when we align ourselves with a purpose that serves others, creating value and impact that goes beyond ourselves."
~ Phillip Cantrell, Failing My Way To Success
“A bit of Ayn Rand and Jim Collins all wrapped neatly into relatable first-person stories…a must read for eager entrepreneurs and seasoned professionals alike.”
A 4-4-2 Journey:
What 4 Decades of Wins and Losses Taught Me
I believe in competing with the man in the mirror, not with others. As the Founder/CEO of Benchmark Realty and now the Executive Vice President of Strategy for United Real Estate, I've learned this lesson through glorious triumphs and agonizing failures.
My entrepreneurial journey spans four decades across multiple industries, with a 4-4-2 record: four wins, four losses, and two ties (which probably should be classified as failures too). Each experience, especially the failures, shaped the business principles I live by—and share—today.
The entrepreneurs I admire most share one critical trait: they believe in themselves and their ability to execute. This mindset separates the dreamers from achievers and the doers from the wannabes.
When I founded Benchmark Realty in 2006, we faced the Great Recession just a little over one year later. Rather than folding, we pivoted to a fee-based model that revolutionized our growth.
By 2020, we had grown to over 1,300 agents with nearly $3 billion in annual sales, ultimately leading to our acquisition by United Real Estate.
Our growth has continued, now approaching 2000 agents and over $5 billion in real estate sold, with annual revenue in excess of $125 million.
My approach is straightforward: focus on systems, not personalities; run at problems rather than avoiding them; and most importantly, help others succeed.
Along the way, I've discovered that money is merely a scoreboard reflecting how well you're serving others. Throughout my career, this service-first mentality has created ripples impacting thousands of families and communities.
Today, my greatest joy comes from sharing what I've learned with fellow entrepreneurs. I believe following and sharing collective wisdom is a lost art in today's society—too many ignore the lessons of those who came before them.
My hope is that by sharing my journey, you can learn from my failures, build on my successes, and thrive on your own path.
If the contents of this book help even one entrepreneur avoid the landmines I have stepped on, I will consider it a tremendous success. If you are that entrepreneur, let me know.
An alumnus of Haslam College of Business at the University of Tennessee, I live in Tennessee with my wife, Amanda, where we continue to build our legacy beyond business.