Everybody’s Crazy ‘Bout a Sharp Dressed Man (or Woman)
It’s commonly said that you never get a second chance to make a first impression. That may be a... Read More →
Taking the Time to Get to Know Your Client
When meeting with a client early in the relationship, it’s a good idea to ask a lot of questions... Read More →
You Win Some and Lose Some
When I first started out in business, if I lost an account that I had pitched I would spend... Read More →
Know You Belong
Legendary baseball star Cal Ripken, Jr. was once asked what advice his dad gave to him that he gives... Read More →
Don’t Go Looking For Trouble
I worked my first really big deal with Matt McDevitt, a broker who later became a huge player in... Read More →
Do the Right Thing
Back in my days as a college football coach we taught players the difference between right and wrong and... Read More →
Pick Up the Phone and Call – Part II
One of the biggest mistakes people make in sales is finding excuses for not calling people. They being this... Read More →
How Do You Spell “Respect”?
These days, it seems like everyone has a theory about what makes a great leader. Here’s mine: great leaders... Read More →
Why Not?
I have a life-long friend who, shall we say, has a penchant for enjoying life. Even as most of... Read More →
Life’s Not Fair
Many years ago when I was just starting out in business I was passed over for a promotion I... Read More →