Everything changed in March when our first grandchild, Emmett, arrived. It’s hard to describe the joy this little guy brings simply by existing. We’re blessed that Abigail and Tyler live only ten minutes away, allowing us to see Emmett multiple times a week and watch him grow. As I see him discover the world, I […]
I hope your summer is off to a great start and that you’ve got some fun planned with family and friends. For us, the past few months have revolved around two things: a trip to Europe and our grandson, Emmett. If you saw my post in early June, then you already know about our time […]
If you’ve been following me recently, you know I’ve been head down writing my next book, Influenced from Above: Where Faith and Influence Meet. It’s due out this fall, and it’s a project that’s deeply personal because faith is the most important part of my life. My goal with the book is to explore how […]
You’ve probably heard the phrase, “Don’t sweat the small stuff.” But in sales—and influence—it turns out that small changes can lead to big results. These are, in Robert Cialdini’s words, “Small Bigs.” Let me show you what I mean when it comes to your sales. Let’s Look at the Math Imagine you’re working deals with […]
In September 1996, John Petrucci joined State Auto Insurance as an Agency Development Specialist. That’s when our focus on sales really started to come to the forefront. I had the good fortune of learning more about sales in that first year with John than I had in my previous ten in the industry! John resurrected […]
You may have noticed there haven’t been any blog posts for several weeks. That’s because Jane and I took a vacation to Europe with two of our closest friends. We started in Lyon, France. Lyon is set on the Saone River. What a beautiful city and so easy to access by foot. From there we […]
What does it mean to be virtuous? Most of us would say it means having good character—being kind, honest, and doing the right thing, even when it’s hard. Now consider the opposite: to be vicious. That might sound extreme, but it doesn’t have to mean physically violent. Viciousness can show up subtly, and not so subtly, as […]
Have you ever been in a conversation that quietly slipped from dialogue into monologue? Or watched someone walk into a room and take over the discussion like a vacuum sucking all the air out? You’re not alone. Most of us have felt the discomfort of being on the receiving end of conversational domination. The irony […]
Last week, I shared some thoughts on the rise of “lived experience” and the need to interpret those experiences carefully—because, as I put it, lived experience is an “N of 1.” That post sparked got me thinking more deeply about a related question: What do we use to measure our experiences against? In this week’s post […]
What if your experience isn’t the whole story? I’ve been reflecting a lot on the phrase “lived experience.” It’s a term that’s showing up in the news and social media—and for good reason. Our individual experiences shape our beliefs, decisions, and how we show up in the world. But there’s a subtle danger in putting […]
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