When I opened my recruiting firm in 1990... well... I kinda, no I did... SUCK! In my first year in this business I only cashed in $23,000 personally. Even if you adjust for inflation, maybe if you're kind, we come up with $50,000 in today's dollars. I did everything the wrong way... client development, time management,prepping, closing, training, leading, etc.
I remember struggling and watching one of my favorite shows in the 90's, Seinfeld. In one episode, George was so frustrated with the way his life had unfolded that he figured most of the decisions he made along the way were wrong. He surmised that if most of his decisions were wrong, then the "opposite" of those decisions was probably correct. The show was hysterical in that it laid out a few scenarios where he did the opposite of what he usually did... and got much better results.
OK, sure, the above is a sitcom, scripted to make us laugh and get great ratings. However, that show inspired me into some introspection. I was frustrated with where I was professionally as a recruiter at the time.