The Art of Working Smart:
How to Add Value in Ways That Actually Matter

There was an amazing shift to my hapkido training around the time I was a blue belt in ’94.

I was finding my groove, training 5-6 days a week and going to as many intermediate classes as I could.

I also enjoyed going to the beginner classes to see if I could help them out to have an easier time than I did (and certainly not end up in the hospital like I had!)

What I didn’t realize, me being there all the time, helping the instructors and other students put me on the radar of two people.

​GM Han asked me to take over and start teaching the kid’s classes.

And one of the 4th-dan instructors started using me as his demonstration and practice partner 2-3 times a week.

These two events didn’t just accelerate my hapkido training, it got my foot in the door to the “inner circle” of the dojang, i.e. the owner, the senior instructors and staff and put me on the inside track to leveling up my training.

Hard Work Alone Won’t Get You There

You’ve probably heard the phrase: “Don’t just work hard, work smart.”

But how?

And when and with who?

Most people are working hard to keep their jobs and keep the bills paid, they’re working hard.

But if that were the secret to success, every construction worker, barista, and office drone pulling 60-hour weeks would be sitting on a beach right now, sipping something cold and expensive.

That’s not how the world works.

When I was a young electrician, I thought my work would speak for itself.

I showed up early, worked without needing supervision, put in the sweat, and prided myself on craftsmanship.

If a foreman needed something done right, I was the guy.

And yet—nothing.

No promotions.

No recognition.

Just another cog in the machine.

It wasn’t until I learned a few key lessons from The 48 Laws of Power by Robert Greene and The Success Principles by Jack Canfield that things clicked.

The real game isn’t just about working hard.

It’s about working smart—and that means adding value in ways that actually get noticed.

Let’s break that down.

Hard Work Alone is Invisible

Let me paint a picture.

Imagine two electricians on the same job site.

• One guy (let’s call him Steve) is a beast. He grinds all day, never complains, gets the job done right. He assumes his foreman sees his effort and will reward him for it.
• The other guy (Mike) does solid work too—but he does something different. He talks about the work. He makes sure the right people see what he’s doing. He finds ways to make his supervisor’s job easier.

Who do you think gets the promotion?

Mike. Every time.

Not because Steve isn’t talented.

Not because Mike is sucking up.

But because hard work that isn’t seen is like a tree falling in the woods with no one around—it doesn’t matter.

Here’s the hard truth:

Nobody is just paying attention to you.

They have their own problems.

Their own priorities.

Their own careers to worry about.

If you want to stand out, you need to make sure you’re adding value in a way that gets noticed.

Energy Exchange & The Right People

In martial arts, we talk a lot about energy exchange.

If you’re rolling in BJJ, every grip, every movement is an exchange of energy. Push too hard in the wrong direction, and you’re out of position.

Move too slow, and you get crushed.

The key is knowing where and when to apply force for maximum impact.

The same applies to work, business, and life.

Most people waste their energy talking to the wrong people.

They try to impress their buddies.

They brag to their peers.

They vent to coworkers who can’t do anything for them.

I used to do this too.

I’d complain about job conditions to the guys on my crew.

I’d share ideas about improving workflow with my apprentice.

Every month or so, me and my buddies would get together to watch UFC fights and “vent” about work.

It felt good, sure.

But it didn’t move the needle.

The real shift came when I started talking to the right people.

Instead of just showing my skills to coworkers, I made sure supervisors saw the work I was doing.

I found ways to solve problems that mattered to them.

When they needed something done efficiently, I made sure they knew I was on it.

When the general contractor had a concern, I volunteered to help figure it out.

Not in a “look at me” way. In a “I can help you win” way.

Because here’s another truth:

People don’t help you because you work hard. They help you because you make their life easier.

If you can align your value with the goals of decision-makers, everything changes.

Adding Smart Value (And Getting Recognized for It)

So how do you add value in a way that actually moves the needle?

Here’s the simple framework that changed everything for me:

1. Find the Right Audience

Not all attention is created equal.

Talking about your value in the wrong circles is wasted effort.

Instead, ask:

• Who actually has the power to help you?
• Who needs to see the work you’re doing?
• Whose job can you make easier?

On a job site, it wasn’t my apprentice.

It was the foreman, general foreman, superintendent, and project manager.

In business, it’s not just your clients—it’s the people who influence your clients.

Instead of trying to impress everyone, focus on the few people who matter most.

2. Show, Don’t Just Tell

Most people make the mistake of telling others how great they are.

But words are cheap.

The key is to show your value in action.

• Instead of saying, “I’m a great electrician,” I took on challenges that needed leadership.
• Instead of complaining about job inefficiencies, I solved them and made sure my supervisors saw the results.
• Instead of saying, “I should be promoted,” I acted in a way that made it obvious I was the best choice.

Here’s an easy way to check yourself:

If someone had to justify promoting you, what proof could they point to?

Make sure there’s undeniable evidence that you bring value.

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3. Speak Their Language (WIIFM)

Every decision-maker operates from a simple mindset: What’s In It For Me? (WIIFM).

If you want someone to recognize your value, frame it in terms of their priorities:

• A supervisor doesn’t care how hard you work. They care about efficiency and getting the job done.
• A business owner doesn’t care about your skills. They care about how you can help them make money or save time.

This isn’t manipulation—it’s smart communication.

The more you can align your value with what others actually care about, the easier it is to get ahead.

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Real-World Example: How This Helped Me Transition to Coaching & Consulting

The best part?

This framework isn’t just for climbing the ranks—it’s the foundation of business success.

When I retired from construction and moved into coaching, I didn’t start from scratch.

I already knew how to:

• Identify who needed my help (ambitious professionals & business owners).
• Prove my value by solving real problems.
• Communicate in a way that mattered to decision-makers.

Instead of trying to convince people to hire me, I just showed up in the right places, demonstrated my expertise, and made their life easier.

It worked in the trades. It worked in business. And it works in every industry.

Work Smart, Not Just Hard

If you’ve been grinding and wondering why you’re not getting ahead, ask yourself:

• Am I making my value visible to the right people?
• Am I aligning my efforts with what actually matters to decision-makers?
• Am I speaking their language, or just hoping they’ll notice?

Because the people who rise aren’t always the hardest workers.

They’re the ones who add value in a way that matters—and make sure the right people see it.

So don’t just work hard.

Work smart.

Find the right people.

Show them your value.

Speak their language.

And watch how fast things start to change.