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 →
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 →
What Are You Doing With Your Time Lately?
This was the first question asked by one of the top brokers in my industry during a recent business... 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 →
Everybody’s Crazy ‘Bout a Sharp-Dressed Man (or Woman)
It’s commonly said that you never get a second chance to make a first impression. That may be a... Read More →