The Real Story Goes Unreported

alt text image of a new microphone

Your attitude is important. You have to protect yourself from negativity, lest you become infected. If you turned on the news today, you heard divisive political stories, frightening news about the spread of a dangerous virus, the horrors of war, an earthquake, and problems on … [Read more...]

Have It Your Way

all text image of a bid hamburger

This morning I drove my teenage son through Burger King (I know, I know. I am waiting for Children’s Service to arrive any minute now). It was 10:05 AM, and my son wanted lunch. The fancy electronic menu showed only breakfast choices, so I asked: “Are you serving lunch?” The kid … [Read more...]

The Danger in Being Reflexively Contrarian

alt text image of a business person looking at arrows one pointing the other direction

Some people reflexively take the contrarian view. But there is nothing to be gained by always taking the contrarian view. If you say white, the reflexively contrarian says black. If you say up, the reflexively contrarian says down. It doesn't matter what you say or believe, the … [Read more...]

If You Feel This Way About Your Clients You Won’t Have Them

alt text image of a person ripping the letter "t" off the word "can't

I’m troubled when anyone really complains about their customers. I am mortified when that person occupies a leadership role. A fish rots from the head, and rot it will. When a prospect presents you with a challenging business problem or a need that is difficult to serve, you see … [Read more...]

When Negativity Beats Optimism (And How to Stop It)

alt text image of a man sitting on a park bench with an angel and evil over his shoulder

There is nothing more powerful or more useful than a healthy, optimistic set of beliefs. Optimism is an empowering mix of hope, belief, and confidence. It simply doesn’t pay to be pessimistic, and it doesn’t pay to be a realist if being a realist means not operating with a sense … [Read more...]

Nothing New Here

alt text image of an old coat

The timeless principles are timeless for a reason: they’ve stood the ultimate test, the test of time. Time has a way of sorting the wheat from the chaff. But some don’t understand that the big principles, the enduring truths, are what really matter. They want something new. If … [Read more...]

Your Recommended Daily Allowance

alt text image of a vitamin label with recommended daily allowances

To reach your full potential, you need to meet the following recommended daily allowances: Optimism: To be the most effective, best-ever version of you, you have to start with the right attitude. That attitude is built on optimism. Your recommended daily allowance is the … [Read more...]

Negativity and Proximity Deprivation

alt text image of an egg with a frown painted on it

Once you recognize that someone on your team is negative, you have to begin the process of removing them. The longer you wait to remove that person, the more you risk the rest of your team. Negativity is the only cancer that spreads by contact, and leaving the person in their … [Read more...]

How to Be Better At Creating Rapport

alt text image of a magnet attracting the word personality

Anonymous says, “I am not good at gaining rapport. I need to be better with people.” I don’t have all of the answers, but I have some ideas our friend anonymous might work with for a while. Smile: Want to know the quickest way to open people up and create rapport? Smile. It’s … [Read more...]

On Bad Intentions in Sales

alt text image of a tiny spider on a rose

Your language and body language project your intentions, whether or not you are conscious of this fact or whether or not you want your intentions known. My friend Charlie Green’s trust equation suggests that the more self-oriented you are, the less you are trusted. What makes … [Read more...]