Can You Take a Punch?
I had the pleasure recently to talk with one of the top-producing brokers in our industry, who is known... Read More →
Accepting a Loss with Class
One of the most difficult things to do as a salesman is to accept losing a customer, especially if... Read More →
What’s Important Now?
One of the “winningest” coaches in America is Larry Gelwix, the former head coach of the Highland High School... Read More →
The 80-20 Rule
It’s been said that in (good) relationships we typically like 80% of the things about a person, and dislike... Read More →
The Comeback
Many of you know that the company where I have worked for almost 30 years, McShea, was bought recently... Read More →
Play Your Best Players and Play to Win
Most of the successful coaches I have known subscribe to this philosophy. Let’s start with the first part: playing... Read More →
The Power of “No”
I find it interesting that so many people seem to be afraid of the word “no.” They think... Read More →
Never, Never Give Up
In 1941, when World War II was raging and things weren’t looking very good for Britain, Prime Minister Winston... Read More →
When the Going Gets Tough, the Tough Get Going
I had lunch recently with a friend who is the regional director for a large national company. We hadn’t... Read More →
A Man in Motion, Redux
Yesterday marked the one-year anniversary of my Uncle Jack’s passing. He meant a tremendous amount to me and had... Read More →