The Tragedy of the Commons

So there we were in 2004, thinking we were on top of the world; we had it all figured out! We could do no wrong. Every piece of property we bought and developed was a winner; every home we built was a hot seller. We had a waiting list of prospects that would jump at...

My Memorial Weekend Fun Run

Here’s my 8 mile fun run this weekend. I’m running with a friend that is training for a 1/2 marathon. Exercise is a lot like selling and business. If you don’t constantly challenge yourself (mind and body) to try new things you reach a plateau. I...

Beware of Popular Thinking

As a trainer, leader and manager, it is my job to stay positive and always be searching for new ideas and solutions. I want to share a little secret with all of you: I have the same feelings of insecurity, despair and disappointment that you all have. I have ridden...

By A Nose!

Why do some salespeople excel over others? Why do some always have follow up activities going on, regardless of how many prospects are coming in the door? Why is it that some salespeople consistently get higher customer satisfaction scores than those of their peers?...