9
2020How to Embrace Change
When a fellow speaker presents the audience with an “Aha” moment…my heart is smiling. And when I see another speaker in an embarrassing moment…I am blushing, too.Let me tell you about one of those blushing moments.
29
2020The Price I Paid for Not Listening
…our job was much more about listening than it was speaking.
23
2019Money and Happiness
We can only develop personal empathy for others when we personally identify with their pain. Whether from a sincere heart or not, one of Bill Clinton’s most appreciated comments was, “I feel your pain.” That short sentence resonated with millions of Americans. People hold their money back from others because they’ve forgotten what it felt like to be without. Generous giving is more about who…
21
2019Listening: The Successful Leader’s Magic Bullet
I still remember the night. It was in the early morning hours, probably around 3:00 a.m., in August 1974. I was involved in the Nashville record scene and had received word that Elvis was in town for one of his clandestine middle-of-the-night recording sessions. So I slipped by RCA Studio B and arranged to be there when Elvis ended the session. As he walked out,…
21
2019Beware of the Credit Card Minimum Payment Trap
When it comes to credit cards—there’s an important topic to consider: beware of the minimum payment trap. Millions of Americans think they’re doing just fine as long as they make the minimum payment each month. But, believe me, if that’s all you’re paying you’ve already got one foot in the financial grave and the other on a banana peel! Credit card companies love people who…
18
2019The Myth of the 40-Hour Work Week
In the 1930’s the United States government told us a lie. They told us that if we were working 40 hours per week…we were fully employed. Wow. That was interesting! Historically, a typical workweek included 12-hour days, six days a week. There are 168 hours in a week. I personally can tell you that you can work more than 40 of them. As a matter…
9
2019The 3 Stages of a Salesperson’s Career
An old sage once remarked, “A mind once stretched by a new idea will never return to its original dimension.” I don’t expect you to necessarily agree with every assumption, comment, or strategy I share. That’s okay. My simple hope is that you will find a few golden nuggets that will revolutionize your selling career. To begin, selling is about much more than getting appointments,…
13
2019People Buy Stuff from Likeable People
At its core, selling is communication and persuasion. To accomplish this, we must be likeable people. This means that you don’t have the luxury of bringing your problems to work with you. When you arrive at work, everything else goes away. You put on your game face. You focus on your customers and clients. Your only reason for existence is to serve…not to be served….
22
2019Counterintuitive…Become a Long-term Success
FACT: Successful Leadership is a most counterintuitive commodity. It was in late 1981, the country still in a deep economic recession, that I first noticed a forlorn-looking office building on Nashville’s world famous Music Row. Our business was still young, and so was I—just 29. Money was tight. But, at a glance, I saw what could be done with this property. So, I inquired and…
4
2018Why Salespeople Struggle with Their Income
Over the last 16 years I’ve spoken to audiences hundreds of times on the topic of personal finance in my No Debt No Sweat Money Management Seminar™. I’ve written scores of articles on the topic and the No Debt No Sweat™ book has been a big seller. So it’s fair to say that I’ve got a real interest (and some experience) in the area of…