What’s Your Goal?
I work with lots of people in different roles when it comes to teaching ethical influence. Over the years, I’ve worked with senior leaders, middle managers, supervisors, claim reps, underwriters, field sales reps, insurance agents, business owners, financial reps, and many others. I’m always amazed at how often people try to persuade without a clear […]
Ironing out the Buying Thought Process
I’ve been on the road a lot lately. In a recent stretch I was gone Monday through Thursday or Friday four weeks in row. When I returned from a recent trip, my wife, Jane, had gone to Myrtle Beach to spend time with her family. I was left with a daunting task: two-dozen shirts to iron! […]
Practice Doesn’t Make Perfect, Perfect Practice Makes Perfect
You’ve probably heard the old expression, “Practice makes perfect.” The message is intended to convey that you won’t improve at something without practice. However, the reality is this – not any old practice will do. For example, who will ultimately perform better in each of the following scenarios? The golfer who hits a large bucket […]
Sometimes It’s All about What You SAID
I grew up playing football. From the time I was eight years old until I was 18, every year was all about football. Unfortunately, I wasn’t naturally big, strong, or fast. As a junior in high school, I played outside linebacker at a strapping five foot nine inches tall and a weight of 155 lbs.—soaking […]
Halo Good Looking! Are You as Talented as I Think?
Have you heard of the “halo effect?” For those with teens, I’m not talking about the Xbox game your kids might be playing where they seek to destroy aliens. The halo effect can be more insidious than the game when it leads us to harmful decisions. Let me describe the halo effect for you: You […]
