Herd-Think (when we follow others for no good reason) is one of the great killers of accomplishment. While crabs don’t congregate in herds, their behavior in groups is a perfect example of Herd-Think. Crab fishermen have learned a curious truth about the crustaceans they seize from the sea. They’ve learned that crabs hate succeeders. When a crab trap is lowered into the sea, the little…

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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,…

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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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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….

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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…

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“There is nothing new under the sun.” If he had never made another statement, this comment would have proven Solomon’s wisdom. Each generation goes to great lengths to convince itself that their generation is the worst and most depraved one yet. But the fact is human nature is pretty predictable. Conflict among humans has been around as long as there have been humans. In frontier…

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As you may know, I am a professional speaker. Each year I travel nationally and abroad and speak about 150 times. Bottom-line: I fly a lot…about 100 flights annually. So, it doesn’t take me long to size up a flight attendant’s mood. This is an important skill because the flight attendant’s mood is a good predictor of how enjoyable the flight will be. Recently I…

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Success is not determined by our hardware — it is usually determined by the software that we’re running. Most people have perfectly capable hardware…normal intelligence and decent health. The difference between winners and losers is in the software they run. By software, I’m referring to the things we tell ourselves, the way we choose to look at the world around us, our internal motivation, and…

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Life is a beautiful path of stepping-stones — each experience can be linked to the next—much like stepping-stones across a stream. One of the best ways to assure defeat and depression is to approach life with an all-or-nothing attitude. That is, if you don’t get the whole cake — you won’t enjoy the party. Sure, I believe in striving for excellence, but there’s a difference…

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It’s human nature to desire success without effort. But unless you have a big inheritance (or a mask and a gun), that probably won’t happen. The ancient biblical proverb says, “The sluggard craves and gets nothing, but the desires of the diligent are fully satisfied.” The most successful people put out the most effort. While the old saying “practice makes perfect” may not be literally…

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