Coaching the Journey

Coaching the Journey

Recently, my daughter concluded her high school soccer career. She’s been going, going, going playing soccer since she was in pre-K…and finally, in what was seemingly a blink of an eye, the journey was over. There were plenty of opportunities over the last couple of...
Up and at ‘em!

Up and at ‘em!

Mother’s Day is just around the corner and I thought it appropriate to give my mother a shout out! “Thank you for instilling in me the opportunity of time.” When I was growing up, I can remember my mother coming into my room to wake me for school. She’d turn on the...
Spring Cleaning

Spring Cleaning

Welcome Spring! Time to open the windows, clean house and breathe in the fresh air… Of course, if you’re like my wife…that would be a bad idea…since she is allergic to just about everything under the sun. And, I mean…everything. So, as we say in our household during...
Knowing the Customer

Knowing the Customer

While in Orlando this past week, I was speaking with a group of independent agents about knowing the customer. And, I mentioned that one of the keys to successful sales was taking care of the customer’s needs, beliefs and values. Throughout the afternoon, I...
Defending Your Agency’s Value

Defending Your Agency’s Value

In a land, far, far away… Wait…scratch that. In a land we call ‘Florida’… We are constantly on the field of battle, coming to blows with the infamous price shoppers. Unfortunately, there is no enchanted pill to take, no fairy-tale lamp to rub and no magic wand to wave...
Selling Is a Conversation

Selling Is a Conversation

The main objective of family-owned restaurants, dry cleaners, fitness centers and florists…is to sell their wares and services in order to gather interest, to stay in business…and, to ultimately make a profit. For many entrepreneurs within our local communities,...