Defining Success

LS001922Before you can achieve success, it’s critical that you invest some time in defining success.

At the age of six, Corinne Archer* started putting in long hours training in her sport. Long before she entered her teens, she had fixed her mind on a single goal: to win an Olympic gold medal. From then on, she crushed everything out of her life that didn’t contribute to her goal. Every available hour went to practice. Trophies and honors piled up as the years went by, but they meant little to Corinne beyond making her dream of winning the gold medal seem a little more real.

After eleven years, the big day finally came, and Corinne Archer arrived at the Olympics to meet the world’s toughest competitors. The contest was grueling, but she won. At seventeen, Corinne stood at the highest pinnacle she could ever hope to attain by her own definition of success. The gold medal, whose pursuit had dominated two-thirds of this young woman’s life, was now hers.

Corrine left the victory stand in tears—of joy, or so everyone thought. [Continue reading]

Vital Telephone Skills for Sales Pros

Telephone Skills

You might think that everyone knows how to use a telephone and that the topic of Vital Telephone Skills for Sales Pros is antiquated. For some, possibly you, that may be true. However, based on the calls received by me, my wife, and members of my … [Continue reading]

How to Hold an Open House – Real Estate

House for Sale

Many new or unsuccessful people in real estate don't understand how to hold an open house. Nor do they understand that open houses often are better for listing than for selling.  When done well, holding houses open is a marvelously effective listing … [Continue reading]

How to Sell to Couples

In consumer sales, you will often have the opportunity to sell to couples the opportunity of owning your product or service. In many cases, they will close each other on the sale. That's my favorite time! When one or the other spouse is favorable to … [Continue reading]

I learned 3 things last weekend

Life is a learning experience, isn't it? Even though I've been teaching and training others for 40 years, I learned three things last weekend. This time last week my staff and I were traveling from Phoenix to Las Vegas for our first-ever 2-day Sales … [Continue reading]

What I’m Reading

Leaders are readers. Readers become leaders.

I'm often asked what I'm reading. I do my best to read many of the popular business books because my students will ask my opinion of them. If I can't get to all of those that are relevant to my place in this world, I'll task my staff to assist me by … [Continue reading]

Understanding Your Nut

Understanding your nut requires that you sit down at least once -- preferably right now -- and list out all of the expenses of your monthly life. If you don't do this regularly, the number might surprise you. It's funny how little things like daily … [Continue reading]

Questions for Building Common Ground

Since I teach the importance of establishing common ground with potential clients, I'm often asked for suggestions of topics. Because of that, I've generated a simple list of questions for building common ground to share. Use whatever is appropriate … [Continue reading]

Freedom and the Free Enterprise System

American flag

As we celebrate the birth of the United States this year, I'm so grateful to live in a country that protects freedom and the free enterprise system. It's  because of our free enterprise system that I've so enjoyed my career in sales. It's because … [Continue reading]

4 Steps to Turn Setbacks into Comebacks

Every now and then, I encounter other speakers, trainers, or authors with messages that just have to be shared. Please enjoy "4 Steps to Turn Setbacks into Comebacks" by Dr. Willie Jolley. Let’s face the facts…the last few years have been … [Continue reading]