How Much is Your Time Worth? Are You Putting it to Good Use?

It’s time to prioritize & implement activities that bring the most value to your business & delegate or automate the rest. Salespeople, entrepreneurs, and small business owners never have enough time. Never in all of my years of helping salespeople and business professionals have I heard the phrase, “I have way too much extra time […]

free up time

With Freedom and Flexibility Comes Great Responsibility for Sales Professionals

“Freedom makes a huge requirement of every human being. With freedom comes responsibility. For the person who is unwilling to grow up, the person who does not want to carry his own weight, this is a frightening prospect.” Eleanor Roosevelt The best part of the sales profession for many producers is the freedom and flexibility […]

man sunrise


One my all-time favorite books is “Rhinoceros Success” by Scott  Alexander.  It was one of the first personal development books I read about 20 years ago.  It’s simple, effective, and timeless.   Here is one of my favorite passages.
 rhino charge
The first order of your day as a rhino is to charge.  Hopefully, you have something to charge at. You must have some goals that will add purpose to your life as a rhinoceros.  If you have been getting up every morning, to work all day, just to buy yucca-yucca bushes for dinner and pay the rent, then it’s time to get mad.  It’s time to get disgusted!  It’s time to say I have and ENOUGH of being a lazy cow grazing in the pasture day after day!
I am fed up with doing nothing, seeing nothing, and accomplishing nothing!  I woke up this morning as a rhinoceros! I’m going to sacrifice the security and complacency of the pasture and live a rhinoceros life of excitement and adventure in the jungle. I am going to be a rich rhino!
GET MAD!  Who is going to argue with a disgusted, angry, three-ton rhinoceros?  You will get what you want.  Just CHARGE it down!  Vow never to go back to that pasture again. Forget your lazy cow buddies.  Go out and meet new rhinoceros friends. 
Go out and make it happen…!

The Three Risks Every Sales Professional Must Embrace

No risk, no nothing! If you have been in the sales profession longer than 10 minutes, you know all about risk. Risk is defined as “exposure to danger.” Danger surrounds sales people everyday. It could be in the form of a manager, vendor, prospect, client, product, or service. That list could go on and on, but […]

Embrace Risk

What’s the One Word that Motivates You Each Day?

What’s the One Word That Drives You? If you had to pick one word that gets you out of bed each day and motivates you to attain success, what word would it be? My business partner asked me this question recently and I had never really thought about it in great depth. There are many […]

one finger

How Do You Define Value? Hint, It’s Not About You

The term value is often thrown around, but can not be quantified. Why? Value is subjective and is based on perception. Here’s the key, value is a feeling and it cannot be defined by you. The perception of value is not dependent on what you think is valuable for your prospects and customers. The ONLY […]


The Future is Bright for Business

Don’t discount Millennials solely based on perception. I often hear that tomorrow’s business generation of Millennials (today’s high school and college kids) do not possess the skills needed to make it the professional world. I hear that young people can’t look you in the eye, carry on a conversation, or communicate other than by text. I […]

Brent and Robert ISU Intern Fair

Living fearlessly is not the same thing as never being afraid. It’s good to be afraid, occasionally. Fear is a great teacher. What’s not good is living in fear, allowing fear to dictate your choices, allowing fear to define who you are. Living fearlessly means standing up to fear, taking its measure, refusing to let it shape and define your life. Living fearlessly means taking risks, taking gambles, not playing it safe.  It means refusing to take “no” for an answer when you are sure that the answer should have been “yes.”  It means refusing to settle for less than what is your due, what is yours by right, what is yours by the sweat of your labor and effort.

You Gotta Believe Baby!

Most sales professionals attribute their sales to clever marketing, great products or services, and the best pricing. While all of those attributes may be part of sales success, the key ingredient to all highly successful producers is belief. Belief is not about being smarter than your competition or putting in more hours (although both certainly […]

believe in yourself

The Best Investment You Can Make

“Income seldom exceeds personal development.” Jim Rohn A new year is here. What feelings do you have when a new year arrives and the past year fades away? Excitement? Opportunity? Regret? Ambivalence? Hope? Fear? Desire? Uncertainty? Fortitude? These are all common emotions when analyzing your future and remembering the past. Often times, it’s easy to […]

2015 picture for blog