When I was offered the opportunity to share some of my sales and marketing information with the readers of TRO, I jumped at the chance. According to me, I have a lot I want to share. You probably already know I look at marketing and sales through my own personal lens. The older I get, which means the more experienced I get, the easier this “selling thing” gets. Read the rest of this entry »

I have always endorsed the practice of identifying one’s strengths and focusing on that strength to make even stronger, or more prominent. Many sales professionals think it is time well-spent to isolate a particular weakness and focus on improving upon that lacking skill. I suppose there will always be two sides to that coin. Read the rest of this entry »

Question: Mike, are you implying that the simple practice of “follow up” is a skill?

Answer: Yes I am.

Question: Are you also implying that professionals in the travel industry do not know the importance of, nor practice on a regular basis, the simple task of following up? Read the rest of this entry »

I have been known to suggest that when somebody crosses your mind for no apparent reason, it would be in your (and their) best interest to contact them… sooner rather than later.

The mysticism in this advice escapes me, but I hold firm in my belief the effectiveness behind this practice. This past week, I was the recipient of such a contact when an agent from the west coast sent me an email with an article of supposed interest attached. In this case, the agent thought I might want to discuss the topic at one of my future workshops or podcasts. I opened. I read. I agreed. And here it is.

Read the rest of this entry »

I am often asked where I get ideas for my articles. The short answer is “everywhere.” Today’s message came from a recent unexpected visit to a dentist for an emergency tooth conundrum. As my wife was settling into the chair, I was cooling my heels in the waiting room thumbing through magazines. The rag in hand was titled BOCA.com.

There is an old proverb that suggests, “The devil you know is better than the devil you don’t know.” This adage first appeared in John Taverner’s Proverbs of Erasmus (1539).

This infers that it just might be easier to put up with what you are already familiar with, rather than roll the dice on something unknown. I suppose you could also justify your tendency to remain put by reminding yourself that “the grass always appears greener on the other side of the fence.” (Whatever make you feel better.)

Note: Today’s article is adapted from an article published in Forbes Magazine.

I added my two bits when I thought it appropriate and cut the length to fit my space.

Communication, customer service, and driving have something very much in common. Everybody thinks they are good at these skills when, in fact, very few are even adequate with any consistency.

This overestimation of our communication abilities is magnified when interacting with people we are familiar with.

… or do anything that can lead them to believe that they are not important to you.

Where to begin? So much material. So many messages. Mostly reminders of how not to do things.

I just spent a week filled with negative people. Whining couples conversing over their appetizers at a lovely restaurant. Little eye contact at Best Buy. No acknowledgment when you pull over to allow an oncoming car to pass through a narrow street first. Then, culminating with my insurance agent of nine years actually raising his voice at me when I asked him why he thought it was in his best interest not to return my phone calls.

I Live Where You Vacation. These are the five printed words printed on a wooden sign in my back porch reminding me how fortunate I am to be living in South Florida… especially in the months of January, February, and most of March.

What this factoid has to do with today’s message will soon become apparent.

What you don’t want to do is to look back on your life while uttering the empty phrase, “If only I….”

What you “should have” done, and what you “could have” accomplished while arriving on today’s page of the calendar is yesterday’s news. Whatever opportunity you clearly missed is long gone. Yesterday is a memory, tomorrow a distant dream. Today is your reality. What are you planning to do today to make a difference? Make your answer count, so tomorrow when you look back at today, you can be proud of what you accomplished.

I have been known to suggest that when somebody crosses your mind for no apparent reason, it would be in your (and their) best interest to contact them… sooner rather than later.

The mysticism in this advice escapes me, but I hold firm in my belief the effectiveness behind this practice. This past week, I was the recipient of such a contact when an agent from the west coast sent me an email with an article of supposed interest attached. In this case, the agent thought I might want to discuss the topic at one of my future workshops or podcasts. I opened. I read. I agreed. And here it is.

I tell a lie. Not everybody calls me Grumpish. Just those close enough to know that this affectionate nickname came from my nephew’s a three-year-old daughter. I asked Mila’s mother what her small fry just said when looking me square in the eye. “I think she just called you Grumpish.” And I remain “Grumpish” five years later and hopefully for many years to come.

One of my all-time Christmas gifts was a t-shirt with the word “Grumpish” scrolled across the chest. And here comes today’s message.

Although there may not be any “do-overs” or mulligans in business these days, there is certainly time and rationale for “pressing on.”

Allow me to explain.

I recently sent out a blast email promoting my new series of “More-On” books.  What better way to start promoting you, or your business, than by telling people you are alive and ready for action.

Twelve years ago, I wrote an article that caught the attention of more than a few readers. I thought it might serve another purpose today. Here goes:

The scene was Annapolis, Maryland, the home of the United States Naval Academy. Annapolis is one pretty town—especially on a bright, clear Saturday morning in late May. Weather-wise, my wife and I hit a home run as we sauntered in and out of the cute little shops along the main drag.

Just when you think you have all the letter shortcut meanings down pat, up pop a few new ones. You already know what TGIF infers. LOL in text refers to something that triggers your funny bone. ASAP is another way of implying that sooner is better than later. One of my recent favorites was CAVU. You aircraft pilots out there might recognize this as a sign of good news. (Ceiling and visibility unlimited.) Then there is the ever-popular FOMO* and, for you travel professionals, let’s not forget TWA and KLM. *FOMO = Fear of missing out.

According to me, February can be a funny month. Not “ha-ha” funny, but perhaps a better inference might be peculiar, or interesting, or often-times even mildly depressing.

Based on my 73 Februarys to date, I can say this will some degree of accuracy. I gently approach this infamous month from two angles.

Let me set the stage for today’s message. Imagine it is a warm sunny day in southern Florida and you are about to play your first round of golf while on vacation. You left the cold January winds from up north yesterday, and you have been looking forward to this day for months. Got it? Here we go.

It is prudent advice to learn to accept reality for what it is. And the reality is nothing short of the truth. And the truth is that we are all playing on an imperfect game board. Once you feel like you have figured out how to play the game of life, ZINGO—somebody changes the rules.

Those of you who have come to know me, realize that I am a bona fide bookstore junkie. On my way to somewhere recently, I was once again sucked into an airport
bookstore (they build them for people like me) and I exited the facility 20 bucks lighter.

I was soon the proud owner of The Daily Drucker, a 360 article composite of business-related thoughts penned by the famous Peter Drucker himself. | flipped to January 25, page 27 to the article titled Reinvent Yourself.

As I look down the barrel of another twelve months promising all sorts of ups and downs, highs and lows, ins and outs, unknowns, smiles, tears and opportunities to position myself one way or the other, I find myself smiling at the challenge.

Sure, you can create a grandiose plan on how you want the year to unfold, but to that end I say, “Good Luck.”

I recently heard myself say it again. “I can’t motivate anybody. You have to find something that motivates yourself.”

For nearly 45 years, I have been promoted as “Motivational Speaker.” The fact is, nothing could be further from the truth. What I am, and what I always was, was a speaker who got paid to share many of life’s experiences in an effort to “stimulate” others to action.