Dare to Dream
It’s been a rough couple years for many of us, but I am pleased to find that things are... Read More →
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 →
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 →
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 →
Don’t Sweat the Big Stuff – Focus on the Small Stuff
With the Super Bowl fast approaching, many football fans and sports media programs are busily debating which team will... Read More →
Starting Over
Every year in my business we start over on New Year’s Day. When the sun comes up on January... Read More →
Stop Selling and Start Helping
There’s a common perception out there that salespeople can somehow manage to sell us something we don’t want to... Read More →