I was reminded of this simple yet profound truth on a Zoom meeting I recently conducted. The lesson today is very important. Please listen to what I am about to share with you.

As I always do, I asked my coaching students for their recent good news/bad news stories. I do this so we can all learn from each other’s experiences … both good and bad.

The topic that day was distribution, and more specifically, how we can spread the word beyond our current communication list. I began by offering an idea that once worked for me Read the rest of this entry »

Someone once told me to remember that elephants don’t bite… mosquitoes do. This is a unique way of reminding us that it is the little things, when overlooked, will do us the most harm.

I was recently reminded of this when a former business acquaintance “reached out” and gave me an unexpected phone call.  It had been a while since we last communicated which was a result of two busy people trying to make ends meet. It was good to hear his voice again Read the rest of this entry »

Using a popular dating sequence as a model to work from, the process might begin by accepting a safe invitation to a movie. Following the success of that single gambit, you might suggest a trip to the hamburger stand or ice cream parlor. Good vibes? An intimate dinner might be the logical next step in the process, followed by a little “Texas Two-Stepping or some fancy “Boot-Scooting.” Read the rest of this entry »

If I got one thing straight during my eight years of sitting in front of the nuns of Notre Dame back in the fifties and early sixties, it was that all things considered, telling the truth was the right thing to do. Quizzes, tests, and exams were built around the concept. (True or false?) Overnight sleepovers featured the popular game. (Truth of Dare?) We were taught early on (via fictitious stories) that, if you didn’t tell the truth, your nose would grow Read the rest of this entry »

You might recognize these three words as the popular motto of a very successful sports company. Nike is the name of the company, and I must admit that the slogan took off quickly and is easy to internalize.

You might have guessed by now, however, that I am about to take exception to this motivating mantra. As a brand-new year stares us in the face, I am asking you to step back for a moment to think about the challenges, opportunities, and success stories that lie ahead Read the rest of this entry »

To blatantly state the blinding flash of the obvious, another year has come and is nearly gone. What you did or did not accomplish in the year 2023 is now yesterday’s news. I’m sure you have a few things you can be proud of… and a few more things you wish you had addressed.

But as the British duo Chad and Jeremy reminded us in song back in 1964, Yesterday’s Gone, “But that was yesterday, and yesterday’s gone.” Read the rest of this entry »

When developing a game plan for growing your business, it is only natural to begin looking for new prospects in new opportunities.

The truth of the matter—you already have a boatload of names for you to begin reestablishing a relationship with at once. I’m talking about former clients who you are no longer doing business with.

The reason you don’t try to approach these former clients usually has something to do with the fact that you think you did something wrong along the way Read the rest of this entry »

Looking back over the past few months, I find myself smiling at the many household accomplishments I have made. I will be quick to admit that many of these have spent a long time in the “incubation” stage much to the chagrin of my wife.

It seems I can overlook things needing attention far faster than my wife. I trust I am not the only husband who can identify with this apparent “flaw.” In any event, the summer of 2023 was the year I scratched off a slew of items from my “To-Do List.” Read the rest of this entry »

Today’s message introduces two reminders that I feel are extremely important.  The first one reminds us of the Law of Attraction while the second reminds us of how to use just three questions to position strangers for future interaction. Let’s look at one at a time.

I remember the day like it was yesterday, when I first found myself attracted to a member of the opposite sex. And it wasn’t my idea Read the rest of this entry »

The first step in customer service is making your callers feel welcome. After 20 years of working with entrepreneurs and small companies, I have come to identify and endorse a common trait that is preventing a more rapid growth curve. “Talk is cheap!” As a former athlete myself, I remember hearing the sage advice that “you have to walk your talk.” The New York Giants head coach recently put this into perspective when he told his team, “It is time we stop telling people how good we are and start getting good.” Read the rest of this entry »

I recently had the pleasure of interviewing a fellow sales trainer and public speaker, and I want to share a few of the highlights from our interview in today’s article.

I enjoyed “bantering” with The Telephone Doctor, but I know her as Nancy Friedman. Nancy was referred to me by my good friend and fellow speaker Stuart Cohen. He suggested that Nancy might be perfect to appear on one of my biweekly sales meetings for my Inner Circle sales group. As always, Stuart was right on the money, and Nancy was very quick to accept my invitation Read the rest of this entry »

Being “too busy” was just one of the key points (excuses) addressed during an interview I had in July with fellow author, consultant, and all-around good person Marsha Haygood. This is a common retort from more than a few people when asked why they have not followed through on some previously identified goal or objective. “I am/was/will be too busy.”

The truth is that we all have used that excuse from time to time, but the facts are Read the rest of this entry »

It is important that you learn the importance of not playing to the wrong audience. I’ve reminded you of this simple fact more than once. There are people out there who do not want your help. But this does not suggest you stop promoting your services to your marketplace. “But I don’t want to bother people.” That is the common response I hear when I ask clients why they are not attempting to remain more visible in their marketplace.

Read the rest of this entry »

My dad was a salesman. He regularly left home on two-week missions to sell more of his “electronic gizmos” in order to pay the mortgage for a home large enough to house my mother and their seven children. I was #2 and I remember those days like it was yesterday. “Mike,” you say, “who cares?” Stay tuned… I am talking to you. My dad loved to fly and he loved his work. Based on our comfortable living conditions while growing up in a big house that was open 24/7 to all shape and size kids, and their friends, he was a successful salesman Read the rest of this entry »

Being my own boss (pulling my own strings) for over thirty years has taught me quite a bit about persistence, resilience, and discipline. While on the subject, feel free to toss in the words, focus, collaboration, creativity, boldness, disappointment, futility, and uncertainty. I’ve learned a lot through the years, although the more experience I’ve gained it seems the more I don’t understand. Here are five areas that still leave me scratching my head. Read the rest of this entry »

If I had to pick two words that consistently raised the cackles on my neck when sharing some advice with my stepson during his early years, it was his knee-jerk response. Here I was sharing my hard-earned experience in an effort to help him circumvent a foolish mistake, and he hits me with “I know.”

(Combine “I know” with an eye-roll and there was cause to immediately dial 911—just in case the old man might blow a gasket.) Read the rest of this entry »

Who Do You Trust?

A handful of seasoned travel agents will recognize these four words as the title of a TV show first introduced in the early fifties and hosted by Johnny Carson.

Fast-forward nearly 60 years, and these four words still represent an interesting question.

Exactly who can we trust today? Read the rest of this entry »

The headline read: “All Indications Point Toward a Banner Year For Travel Professionals According to James T. Bigelow”

You don’t know the writer, and he doesn’t know you. Yet I am quite certain that you are feeling better about your travel business knowing there is a bright light at the end of the tunnel. Things are looking up, according to some person known as an “authority.” In this case it’s James T. Bigelow Read the rest of this entry »

I love to visit early morning coffee shops when I am away from home. I listen to the locals meet and greet their friends during their daily ritual on their way to work. It truly is better entertainment for me than today’s TV selections.

A recent visit brought me to The White Castle on Central Avenue in Clark, N.J. This could very well have been the birthplace of the famous New Jersey “Death Ball”—a greasy hamburger about the size of a quarter. (Their coffee is their redeeming factor.)

I was nestled in the corner hiding behind my open laptop when Read the rest of this entry »

I am not sure if you can call this my “signature story” but it’s true that I have been sharing this particular point for over 30-years in my speaking business. It involves a single PowerPoint slide where I ask the audience to count the number of times they spot a particular letter clearly printed on the slide. It is not a trick. It calls for a single answer. The result for over 30 years? I get four different answers to the question. Read the rest of this entry »

Science tells us that water boils at 212 degrees. This is not an opinion. The boiling point doesn’t change depending on the day of the week or the economy. Your political persuasion does not affect the exact time that water boils nor does the price of gas on any one particular day. Water boils as expected: 212 degrees. 211 degrees? No boiling. 212? Let the bubbles begin. Art on the other hand shows us details and then allows us to interpret it as we see it. The exact same picture can be interpreted Read the rest of this entry »