First Impressions

Today let’s talk about first impressions. It was Yogi Berra who said, “You can observe a lot by just watching.” And when you are selling, rest assured, you are constantly being watched. All my life I have heard the phrase, you never get a second chance to make a good...

Don’t Cross That Line!

Over 80 years ago Dale Carnegie related a story about how Charles Schwab had a steel mill manager whose people weren’t producing their work quota. “How is it that a manager as capable as you can’t seem to make this mill turn out the amount of steel it...

“Strategery”

Defining problems is the key to solving them. Once, Einstein was asked how he would approach the problem of avoiding the end of the world if he had only one hour to solve it. He said he would spend 55 minutes identifying the problem and the last 5 minutes solving it....