Always Listen to the Person Who Signs Your Checks
This seems like a pretty obvious piece of advice, but you would be amazed at how many people –... Read More →
Out of Sight, Out of Mind
This old saying is particularly relevant in today’s fast-paced business world. Innovations in technology enable us to send and... Read More →
Keeping It 100
“Keeping it 100” is a phrase that I’ve heard a lot recently on major sports programs. It essentially means... 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 →
“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 →
“Tears of a Clown” Is a Great Song, But No Way to Live
One of the verses to Smokey Robinson’s legendary Motown hit “Tears of a Clown” goes like this: “Oh yeah,... Read More →
Pick Up the Phone and Call
With today’s technology and the many ways we can transmit information to other people quickly and efficiently it comes... Read More →