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 →
Why You?
In both your personal and professional life, “Why you?” is one of the most important (and frequent) questions you... 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 →
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 →
Climb the Rope
My father spent many years as a high school physical education teacher. Every school year he started the class... 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 →
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 →