There is a great chasm in our culture. This is the reason fifty-five-year-old bosses are clueless when it comes to motivating and dispatching their younger workforce. This is why parents feel adrift when communicating with their pre-teen and teenage children. This is why we don’t get along. What causes this? It is the cultural divide between Modernists and Post-Modernists. In case these are terms with…

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Unless you are an Internet genius, a star athlete, or were born to a Fortune 500 CEO, your best way to build wealth is through your sales career. But in order to work, you have to remain healthy. Here’s the Secret to a Healthy Life: Choose your parents carefully. But short of that… The fact is: sick is expensive. I believe we owe it to…

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These days, hotel owners routinely supply their guests with hospitalities and amenities that were unheard of 15 years ago. An example of going the extra mile. There’s a simple reason for this: competition. They know they have a vanishing inventory. Any room that goes unsold tonight is a sales opportunity that’s lost forever. This means everyone is trying to outdo the competitors. So it follows…

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I’m about to arm you with a machine gun, so I want to begin with a warning. I always hesitate discussing techniques on closings until I’m sure that I’m not arming a sales terrorist. The techniques I’m about to share with you will help you make sales. That can be a good or a bad thing. It’s a good thing if you use these closings…

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One of the things I warn audiences about is a phenomenon where people all do the same thing. A prime example is people buying the same investments that lots of other people are buying…not because they make good logical sense, but because everyone else is doing it. At the base of this behavior is the fear that the crowd will succeed and the individual will…

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These days, hotel owners routinely supply their guests with hospitalities and amenities that were unheard of 15 years ago. There’s a simple reason for this: competition. They know they have a vanishing inventory. Any room that goes unsold tonight is a sales opportunity that’s lost forever. This means everyone is trying to outdo the competitors. So it follows that I’ve enjoyed some pretty good hotel…

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One of the most important lessons in success that I’ve learned is the need to focus on the long-term rather than the short term. Every failure in my life has been because of short-term thinking. This may be true for you, too. It is for most people. But, a person might say, “No, that business failed because its biggest client pulled out.” Yes, that may…

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With whom are you angry? Yes, that’s the question. Right this minute, who are you mad at? Who do you need to forgive? Is it your business partner who expects you to do the grunt work while he shows up for the rewards? What about the person you helped with a project who got the position you were vying for? Is it a colleague who…

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My goal is to reduce my RQ. To explain: most of us are familiar with the IQ (intelligence quotient) concept. This is the way smart people determine the intelligence of the rest of us. Generally speaking, someone with an IQ of around 100-110 is considered to be of average intelligence. Those with IQs of 120 will probably grow up to manage other people. And those…

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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…

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