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 →
“‘Deserve’s Got Nothin’ To Do With It”
Some of you may recognize this quote from Clint Eastwood in the movie Unforgiven. I have found this to... Read More →
It’s OK To Be A Copycat If You Copy The Right Cat
A friend of mine, Donovan Simpson, is an entrepreneur who runs a farmer’s market. He told me about his... 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 →
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 →
It’s Not How You Start, It’s How You Finish
A lot of golfers use this quote when they hit an errant first shot. Golf can be an unforgiving... 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 →
Mental Toughness
In my football days I played and coached with Hall of Fame players and coaches. I was part of... Read More →
Mister “What-a-Shame”
We all know people for whom the above nickname would be an appropriate moniker. When we first meet them... Read More →
When Motivating Your Sales Force, Traditions Are King
Many of you are trying to think of creative ways to inspire and motivate your sales force. These efforts... Read More →