I recently woke from what I considered at the time to be a nightmare. Don’t you love it once you realize that the turmoil you are facing was just a dream?  Mine nighttime experiences seem very real and at times, filled with creative nuances that confuse me as the day later unfolds.

I won’t bore you with the specifics, but I will share enough information to help support today’s message. Read the rest of this entry »

Have you ever heard anybody (perhaps even you) offer unsolicited information by saying publicly “I’m not good at remembering names.”

I know you have heard it, and I know you might even have said it about yourself. I know I have. Well believe it or not I recently woke up at 4 am thinking about this shortcoming and deciding right then and there to do something about it. Read the rest of this entry »

I cannot remember being this excited about sharing my thoughts on any one particular topic in a long time. Your life could very well be on the verge of changing for the good. Fast. Easy. And soon.

It all started for me at my kitchen table while reading the morning paper. My wife showed me a book review of One Small Step Can Change Your Life: The Kaizen Way, written by Robert Maurer, Ph.D.

Since I often remind seminar attendees that Olympic Gold is usually won by thousandths of a second, the concept of taking small steps to achieve Read the rest of this entry »

This may sound at first like a foolish question. Of course, you are ready to make more money. But it is not a foolish question. In fact, it is a question worth asking again and again. The truth is that most “travel professionals” do not want to make more money. I know this to be a fact because if they did, they would be making more money.

There is a wise old phrase that reminds us “talk is cheap.” Another cogent reminder suggests, “After all is said and done, more is said than done.”

Let’s cut to the chase and get a few facts straight. First, you can make as much money as you like in the travel business. You can double your current income in the coming year. Yes, you can. Read the rest of this entry »

It amazes me how straightforward, logical, and fundamental approaches to solving problems often take years to settle in the adult brain. This question is only superseded by why it took so long to put wheels on luggage.

I recently stumbled upon a formula that not only makes sense, but I am betting will make your success come much easier. Regardless of your current practices or how successful these efforts have been to date, try to internalize the logic behind my recommendations. Read the rest of this entry »

Today’s article is going to skip any sign of marketing mumbo-jumbo and cut right to the chase.

Here are six key qualities that are essential to success:

• Sincerity
• Personal Integrity
• Humility
• Courtesy
• Wisdom
• Charity

Read the rest of this entry »

On a sunny morning in 2019, I read that Dress Barn would be closing. To be honest, it meant absolutely nothing to me. It was my wife who let out a quiet scream of concern, “I have a few sweaters and tops from Dressbarn that I absolutely love.”

The article reminded me that this establishment has (had) been in business for over 50 years. The culprit came as no surprise. Online shopping and Amazon in particular as well as a well-known discounter known for their red target were the primary culprits.

I have been known to be seen strolling aimlessly down an aisle or two of Targets on a Saturday morning, and I am a Prime Member of Amazon. I toss no dispersions in either direction. That is not my message today Read the rest of this entry »

For those who might be unfamiliar with America’s pastime, the position closest to the first baseman in the game of baseball is the second baseman. The defensive distance between these two players is usually no more than 30 feet. Furthermore, the game itself consists of throwing, running, catching, and hitting. One is usually gifted a baseball glove at age 5. This is normally when youngsters are introduced to the game Read the rest of this entry »

In the ever-evolving world of travel and tourism, it’s crucial that we never become too complacent or overconfident in the relationships we’ve built with our cherished customers. As the old saying goes, “It’s a jungle out there,” and the rules of the game are constantly changing.

Just as the well-established D’Arcy Advertising Agency learned the hard way when they lost the prestigious Mars account after 70 years of service, we must always remain vigilant and proactive in nurturing and strengthening our client relationships.

The message is clear: there are no guarantees Read the rest of this entry »

A recent article in INC Magazine promised to introduce the two words that the author considered the secret to future sales success. This immediately caught my attention, as I found myself searching for the “magic pill.”

When I began my selling career back in the late 70’s, a popular sales dictum relied heavily on making “cold calls.” This occurred when a salesperson popped into an enterprise unannounced hoping to gain a minute or two of meaningful face time. Believe it or not, this maneuver proved effective on more than a few occasions. This stunt, as a general rule, does not work today Read the rest of this entry »

Today’s article is coming to you from 31,000 feet above the ground. I am comfortably seated in an aisle seat in row 31 on an American Airlines flight en route to Philadelphia. Tomorrow I have the privilege of giving a Keynote Speech to a group of medical device sales reps. My title is GOING FROM GOOD TO GREAT. Although I have been delivering talks like this for nearly 40 years, I find myself preparing my opening remarks and following suggestions as if it were my first public appearance. I suppose the hidden message here is to never rest on your laurels Read the rest of this entry »

E-X-E-C-U-T-I-O-N is a nine-letter word that identifies the reason most companies and individuals fail to meet their full potential. More realistically, it is a lack of execution.

According to Webster’s New World College Dictionary—execute—is defined as: [to carry out; perform; do.]

The issue is not a lack of knowledge. The issue is not a lack of skill or even personal capabilities. The issue is not whether you have a desire to succeed. The issue is a shortage of — do Read the rest of this entry »

In 1982, I remember asking myself two questions before stepping up to the microphone, “What difference are you going to make? How are you going to improve upon the silence? 42 years later, I am still asking myself these same two questions.

In a few weeks, I will be presenting at an annual sales meeting consisting of medical device sales professionals. You can be sure that these two questions will be fresh on my mind.

And the fact of the matter is that every sales professional who is reading my column today (can be, and perhaps should be) asking yourself these same two questions Read the rest of this entry »

Two weeks ago, reminded you how important it was to differentiate yourself from your competition. In an effort to clarify my point, I referenced Seth Godin’s book titled The Purple Cow. 

Today I would like to expand on this topic by breaking down the word PURPLE.

Passionate. There are two schools of thought here. Some say that you do not need to be passionate about your work to get the job done. I agree. I am not passionate about mowing my lawn yet Read the rest of this entry »

The month of March has come and gone. In addition to heralding in Spring, March holds another exciting event for me. For us sports fans, it features March Madness. For those of you scratching your head, MM is a collegiate basketball tournament where 64 college teams compete in a “one and done” shootout where local betting is only surpassed by wagers during the Super Bowl Read the rest of this entry »

As I often do, when I find myself in need of a little reading material, I open up a cabinet over my desk and grab the closest book that catches my eye. I have no intention of rereading the book itself, but to turn a few pages and focus on the highlighted passages earmarked from my initial reading.

On this particular day, I picked up The Purple Cow by Seth Godin. I was immediately reminded of the necessity in today’s competitive environment to properly differentiate yourself from the myriad of choices today’s buyer has at their fingertips Read the rest of this entry »

Before elaborating on this most important topic, I would like to get something straight right from the git-go. If you are currently playing a role in the travel industry, you are probably up to your eyeballs in competitive situations along with a whole boatload of problems, issues, decisions, and challenges that affect your future well-being. Summing up this conundrum in a single word, I welcome you to the zany world of entrepreneurship Read the rest of this entry »

I was recently reminded of this sage advice when I came across a travel-related Facebook post while doing some research for an upcoming presentation. This particular “poster” was venting to some degree relaying to anybody who would listen (read) how unfair life was as she muddled through this particular situation from hell with the client from hell. That was two “hells” in the same sentence so no wonder this post caught my attention Read the rest of this entry »

Every book ever written on sales has a detailed chapter outlining the steps and apparent benefits of “closing the sale.” Ever sales manager promoted to the corner office reminds his team that they need to “close” more sales before the quarter’s figures are tallied.

Next to overcoming objections and up selling, closing is a very popular topic in the world of sales these days. But, could there be a better way? I believe there is. The answer? Opening Sales Read the rest of this entry »

In home-based businesses, sales professionals have been stricken with a disease called “quit-itis.” Although most people desperately want to succeed, they let their fears and misguided beliefs hold them back only to convince themselves that the logical next step is to give up. But it doesn’t have to end this way for you Read the rest of this entry »

I was recently reminded how a true professional can really make a difference. Last month, while driving on the highway, I found myself flirting with disaster. Not knowing a worn ball bearing from a left-handed steering strut, I wasn’t sure what was happening when my steering wheel started to shimmy. My car suddenly veered to the left and the steering wheel was shaking wildly Read the rest of this entry »