Know You Belong
In an article in the Washington Post a few summers ago, Cal Ripken, Jr. was asked what advice his... Read More →
Oldies Can Be Goodies
Our workforce is growing grayer by the day, and how we respond to that as individuals and companies may... 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 →
It’s Not About What We Want; It’s About What They Want
I had lunch recently with Rob Borris, a client who was very successful as a commercial real estate broker... Read More →
What is Grit, and Do You Have Enough of It?
Grit, as defined by neurobiologist Angela Lee Duckworth, is “the effort towards very long-term goals.” A recent Washington Post... Read More →
How Do You Spell “Respect?”
I have a theory that great leaders share the ability to praise and show respect to their people without... Read More →
“Always Be Closing”
This is the often-quoted line from Alec Baldwin in the movie Glengarry Glen Ross, which Baldwin’s sales manager character... Read More →
“God Couldn’t Sell Me That Clothing Line”
A good friend of mine began his career in sales by going through an exhausting six-month sales training program... Read More →
“If You Are Going Through Hell, Keep Going”
This is a well-known quote often attributed to Winston Churchill. I have found it’s a good reference when I’m... Read More →
The Colt 45 Guy
You probably have to be a baby boomer like me to remember this classic Colt 45 beer commercial. It... Read More →