The Invisible Organization Is Now Available!

As of today, May 22nd, 2015, my new book: The Invisible Organization has been published and is available on Amazon.com. Click HERE to order. Some of you know that I have spent nearly 2 years writing this book, I threw away the first draft and restarted it with a completely different angle, one year into the project. As frustrating as that was, it was important that this book met my own standards...

The Hero Lesson

When I first started my work life as a junior engineer for Digital Equipment Corp back in 1977, I was assigned to a senior engineer, let’s call him Bill. Bill had a photo on his desk of his beautiful wife and himself clinking umbrella drinks on some exotic vacation they enjoyed together. Bill was friendly, outgoing and ran laps during lunch. He was a rather smart guy, somewhere between...

The Invisible Call Center

What Most Call Centers Look Like Call centers are an expensive proposition. Most are built with a ton of capital equipment and ample bandwidth for lots of phone lines. Dozens or hundreds of desks, chairs, phones, headsets, paperclips, pencils clutter the expensive square footage. Of course, you need heat, A/C and a couple of techs to run all of the sophisticated switches, predictive dialers and...

Are You Washing Cars Or Waxing Them?

This Is All About The “Value” of Your Time. When I washed cars as a young boy, I charged seventy-five cents. I worked for 30 minutes to clean up the average car and dry it, wash the windows and vacuum the inside. To me, that was what I thought a great car wash was worth. I had five customers and spent a part of every weekend, if it wasn’t raining, taking care of them. One of my...

The Traveler and the Limo Driver

Today I woke at 5:00 a.m., slightly earlier than my usual 5:30 wake-up time, to meet my limo for a trip to the airport. I am off on yet one more business trip where the objective, if met, will result in moving my own efforts closer to success. But today was different from other days. My cab driver was Middle Eastern, an energetic young man with a big friendly smile. He was eager to assist me in...

Making Money While You Sleep

If you make a good part of your living by selling your time, you probably realize that it’s always a balance. Sometimes you’re busy working and other times you are busy marketing and networking to find new clients. This can make it difficult to maintain a steady cash flow. If you want to get off that roller coaster and add some real stability to your income, then follow along and...

Sales Force 101 – How To Build A Powerful, Successful Salesforce

How To Build A Powerful, Successful Salesforce With Little Risk. Few topics spark as much controversy as building a salesforce. Business owners think only they can close a deal with a new client. Others jump into the hiring process with no planning, hire the wrong person and then failure provides the wrong lesson: When you want something done right, you have to do it yourself. That’s the cry of...

Dissatisfied. Now What?

What do you do when a client is dissatisfied? Maybe this has happened to you. When I built the recruiting division for Chet Holmes’ and Tony  Robbins’ Business Breakthroughs International, we were able to help clients find top sales executives quickly and inexpensively. We offered an incredible business proposition: A flat-fee service for 60% less than competitors. Our success rate...

A Second Bite of the Forbidden Fruit – The Art of Direct Mail

 Years ago, the world was awash in junk mail. Tons of the stuff invaded homes across America every day. It became so bad at times, we used to throw it out by the tub. When that happened, it wasn’t long before mailers got the message loud and clear. Direct mail came mostly to an end while the world of email spam came roaring to life. Spam Rules This is why some twenty-somethings suddenly looked...

The Illusion of Convenience

Someday it may become an instruction manual on how to entrap an entire population; how to get everyone to do what you want them to… and have them walk casually and confidently into your trap. It could be a science fiction thriller and may already be. It’s the illusion of convenience. My cell phone is convenient. It’s so convenient that I take it everywhere. I use it as a...