We often hear the phrase, “Fake it till you make it.” I know the loving intent people have when saying it, but it has dangerous consequences. It’s a common catchphrase that suggests you imitate confidence so that the confidence produces success, which will seemingly generate real confidence. But I have found that when people fake anything, they only produce more fakeness, and that leads to disconnect, trouble, misery and ultimately failure. When people fake anything, they only produce more fakeness, and that leads to disconnect, trouble, misery and ultimately failure. Let me tell you about someone whose experience can serve as a warning and an example of this important principle. Jimmy White was standing in the hallway outside a conference room. This was it. The biggest pitch of his career. At 23 years old, Jimmy had just started his own commercial and residential land brokerage firm, although opening his own business was never his plan. It was only after being interviewed 30 times at ...