Why do we need a sense of urgency?

November 16, 2017

The founder of a highly successful company was asked what it took to succeed.  He answered:  “The same thing it took to get started; a sense of urgency about getting things done.” The people who make things happen share the same sense of urgency.  Ask any entrepreneur to list the keys to getting their company off the ground, and urgency will be among the traits listed. No matter how intelligent or able you may be, if you don’t have a sense of urgency you better start developing it now.  The world is full of competent people who honestly intend to […]

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Perspective deserves a second look

November 9, 2017

A woman hired a bricklayer to build a wall outside her upscale home.  Talking with him while he worked, she was amazed to discover he was the brother of a brilliant concert violinist whom she’d recently seen perform.  “Oh, you’re so lucky to have such a talented brother,” she said.  Then, fearing the man might misinterpret her remarks as being critical of his manual labor job, she added:  “Of course, we can’t all be equally talented.” “You said it, lady,” the man responded.  “Take my brother; when it comes to doing something important like building a house, he’s useless.” And […]

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Kids teach us great lessons

November 2, 2017

A little girl visited a farm one day and wanted to buy a large watermelon. The farmer said, “That will be $3.” “But I’ve only got 30 cents,” said the young girl. The farmer pointed to a very small watermelon in the field and said, “How about that one?” “Okay, I’ll take it,” said the little girl.  “But leave it on the vine.  I’ll be back for it in a month.” Now there’s a young girl who is destined to succeed. Children teach us many lessons.  For example, kids are more creative and are more imaginative.  Children don’t know what […]

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For best results, avoid temptation at work

October 26, 2017

A minister parked his car in a no-parking zone in a large city and attached the following message to his windshield:  “I have circled this block 10 times.  I have an appointment to keep.  Forgive us our trespasses.” When he returned to his car he found this reply attached to his own note along with a parking ticket:  “I’ve circled this block for 10 years.  If I don’t give you a ticket, I lose my job.  Lead us not into temptation.” We are all tempted in many ways.  We want to purchase something, but don’t have the funds.  We know […]

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Appreciation increases your value

October 19, 2017

A man attending a seminar on interpersonal relationships became convinced of the need for him to begin showing appreciation to people.  His family seemed like an appropriate place to start.  So on his way home, he picked up a dozen long-stem roses and a box of chocolates.  This was going to be a real surprise, and he was excited to begin showing his wife how much he appreciated her. Arriving home, he walked up to the front door with his hands full, rang the doorbell and waited for his wife to answer.  Immediately upon seeing him, she began to cry. […]

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First impressions last

August 31, 2017

There are many things in life that you can do multiple times.  Making a first impression isn’t one of them. First impressions are lasting.  Once a first impression is made, if it’s less than great, unfortunately it takes a long time to change it.  Experts say it takes between five and 15 seconds for someone to form a first impression about a person.  According to William Thourlby in his book “You Are What You Wear:  The Key to Business Success,” the first time we meet someone, we’re trying to size them up.  People look at socio-economic status, level of education, […]

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Brevity is the soul of communicating

August 25, 2017

A third grader had to do a book report, and he chose a Socrates biography.  His report consisted of three succinct sentences: Socrates was a philosopher. He talked a lot. They killed him. Not much more to say about brevity.  Maybe that’s why U.S. President Franklin D. Roosevelt said, “Be sincere.  Be brief.  Be seated.” Another U.S. President, Woodrow Wilson once said:  “If I am to speak for 10 minutes, I need a week for preparation; if 15 minutes, three days; if half an hour, two days; if an hour, I am ready now.”  This is a good explanation for […]

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Sales techniques that work as hard as you do

August 17, 2017

Whether you run your own business or work for a company in a sales-related role, you’re always looking for sales techniques that work.  I’ve developed and learned many over the years from readers providing great advice. One person advised me to ask yes and yes questions.  He worked for Hyatt and asked himself, “What else can I do for Hyatt?”  Then it hit him – “Increase the average check price.” He said:  “Restaurants are always looking to grow the average amount of money their diners spend.  Usually, they do this by pushing wine and other alcoholic beverages, and dessert.  But those weren’t options […]

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Decide to be a decision maker

August 10, 2017

A confused young man went to a psychiatrist.  The psychiatrist intently listened to his patient and then offered his insight. “It appears to me you have trouble making decisions.  Would you agree?” The young man pondered for a moment and then responded, “Well, yes and no.” Many people struggle with making decisions.  Whether the issue is personal or professional, the inability to decide on a course of action can ruin relationships or careers. “Inability to make decisions is one of the principal reasons executives fail,” said leadership guru John Maxwell.  “Deficiency in decision-making ranks much higher than lack of specific […]

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Take a few minutes to learn the 2-minute drill

August 3, 2017

I could fill volumes about chance meetings that have changed people’s lives, led to jobs, business opportunities, partnerships, new ideas . . . all because people sought other people with similar interests. The secret is to seek them out. Every time I’m in a line, on a plane, at a sporting event, wherever … I introduce myself.  I’ve met some of my best customers on a plane, resulting in millions of dollars in business.  You always have to have your antennae up. I think this is one of the biggest mistakes people make.  They don’t introduce themselves when they have […]

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Stop procrastinating before it stops you

July 27, 2017

Procrastination is a thief.  It robs you of the one commodity that you just can’t buy back:  time.  It throws off schedules.  It replaces accomplishment with inaction.  It turns dreams into nightmares. When faced with a task that you just don’t want to do, many of us simply put it off until tomorrow.  That’s why tomorrow is often the busiest day of the week.  And one of these days become none of these days. Putting off an unpleasant task until tomorrow simply gives you more time for your imagination to make a mountain out of a possible molehill . . […]

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Parents take on the hardest job

July 22, 2017

The Boy Scouts were at camp.  In an inspection, the director found an umbrella neatly rolled inside the bedroll of a small Scout.  An umbrella was not listed as a necessary item, so the director asked the boy to explain. “Sir,” answered the young man with a weary sigh, “did you ever have a mother?” Everyone has heard of Mother’s Day and Father’s Day, but do you know about Parents’ Day?  In 1994 U.S. President Bill Clinton established Parents’ Day as the fourth Sunday in July for “recognizing, uplifting and supporting the role of parents in rearing of children.”  This […]

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The best lessons are short, sweet and useful

July 13, 2017

Readers of this column are remarkable when it comes to telling me what they like most about my weekly musings.  Of course, I’m honored when they tell me they have posted my words on company bulletin boards or used the lessons as motivation. But without question, the most frequent feedback I get is that the column-ending morals are a very useful summation of the message.  Occasionally I compile a list of my favorite morals from the past couple of years.  Be my guest to share them! Whatever you’re selling, you’re selling yourself first. Don’t presume what you assume is correct. […]

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Don’t give up on your dreams

June 29, 2017

J.C. Penney, founder of the retail giant that bears his name, once evaluated one of his young clerks, stating he “wasn’t thorough and wouldn’t have much of a future in the retail business.”  The employee?  Sam Walton, founder of Wal-Mart. Despite Penney’s hopeless prediction, Sam Walton built the largest retail empire in the world.  The opinions of honest, well-intentioned people can sometimes be off the mark.  Don’t let misguided judgments keep you from pursuing your dreams. I love to read about people throughout history who were told they couldn’t do something, or wouldn’t amount to anything and then achieved great […]

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Friendships can lead to good working relationships

June 23, 2017

Two friends were walking through a dense jungle.  Knowing the dangers, they promised to stick together whatever happened. Suddenly a tiger appeared in the bushes.  One friend immediately turned and ran, climbing up a tree and leaving his companion behind.  He watched as his friend dropped to the ground and played dead. The tiger approached, sniffed around, and leaned down, seemingly whispering something in the man’s ear.  It roared once, then stalked away. Feeling ashamed, the other man climbed back down the tree.  “What did the tiger say to you?” The man looked up.  “He said, ‘Never trust a false […]

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