I’ve been out of the corporate world for nearly seven years now. Over the course of three decades in the insurance industry, I wore many hats: boss, coach, and mentor. Lately, I’ve been reflecting on the differences between those roles—especially the contrast between being a boss and a mentor. That reflection has been inspired by […]
Last week, I wrote about integrity and the importance of doing the right thing, regardless of who might be watching. This week, I want to flip the spotlight—literally—and talk about something called the spotlight effect. If you’re not familiar with the term, here’s the short version: The spotlight effect is the tendency to think that people […]
You’ve probably heard by now about the Coldplay concert and the “Kiss Cam” controversy involving the CEO and head of HR from Astronomer. If not, either you’ve tuned out the news or you’ve been living under a rock. This isn’t a post to pile on. I’m sure those individuals are experiencing plenty of shame and […]
“When the most important things in our life happen, we quite often don’t know what’s going on.”—C.S. Lewis, Mere Christianity That quote hit me over the weekend. It’s amazing how a decision that feels ordinary in the moment can turn out to be extraordinary in hindsight. Looking back, there are three moments that changed the course […]
This week I’m in Houston working with a client, and getting here is a perfect example of why moving business from transactional to relational changes everything. About six years ago, I spent a few days with this same client, providing one-on-one sales and influence training for their lead salesperson. We capped it off with a day listening […]
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 […]
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