How’s that for kicking off this article with a positive suggestion? “Are you telling us we should actually fail… faster.” There are a couple of facts in life that you will soon be experiencing, some more pleasurable than others. I can guarantee you that, sooner or later, you will be experiencing failure in some way, shape, or form. The worst thing you can do is try to avoid this aspect of life. If success is something you want to achieve in the coming years, failure will become a key ingredient. Read the rest of this entry »

It was a crisp fall day back in 1984 when I stumbled upon the travel industry…  totally by accident. Not a day goes by that I don’t thank my lucky stars that I did. At the time, I was interested in turning the page (changing jobs) and my strategy was to spread the word via those vendors whom I had established a good relationship with. My company’s travel agency was high on the list since I traveled quite a bit. As luck would have it Read the rest of this entry »

Let’s begin by focusing on the first word in the title of this report: “Get.” This little 3-letter word is “g-e-t.” Not hope. Not pray. Not wish. Not wait. But “get.” This by the way, is an action word. It infers that you must do something. You must go out and get some more business. The truth is that your future lies entirely in your hands. You are in control. You are driving the bus. All you must do is make up your mind to get up, get out, and get more travel business. Read the rest of this entry »

I’m sitting next to the bubbling water fountain at the Gaylord Opryland Conference Center in Nashville, TN. I have just completed three presentations and by the audience reaction, and the size of each crowd, I am considering this trip a success. Did I mention my programs were scheduled for 7 am, and each one was filled to capacity. This speaks volumes for the professionalism of these travel agents and their interest in becoming more skillful at what they do. I recognized them and saluted them for their commitment in growing their businesses. Did I mention we started at 7 am? Read the rest of this entry »

If you are an honest, hard-working business professional who has more than a modicum of interest in helping others get through another challenging day, then I say it is your obligation to let us know you exist—and that you are here to help us. The secret is: You have to do something. Read the rest of this entry »

After reading the book by the title above, I find myself noticing a number of items that, yesterday, would have gone unnoticed and perhaps untouched. I figured if I was not going to complete the task at hand in one sitting, I would wait until I could find the time to do so. This has proven over time to be a wasteful decision.

The Kaizen philosophy goes against the popular teaching that you must finish what you start… at one sitting. Kaizen implies that you will eventually complete the task, but not as quickly as you first imagined. Read the rest of this entry »

When I was offered the opportunity to share some of my sales and marketing information with the readers of TRO, I jumped at the chance. According to me, I have a lot I want to share. You probably already know I look at marketing and sales through my own personal lens. The older I get, which means the more experienced I get, the easier this “selling thing” gets. Read the rest of this entry »

I have always endorsed the practice of identifying one’s strengths and focusing on that strength to make even stronger, or more prominent. Many sales professionals think it is time well-spent to isolate a particular weakness and focus on improving upon that lacking skill. I suppose there will always be two sides to that coin. Read the rest of this entry »

Question: Mike, are you implying that the simple practice of “follow up” is a skill?

Answer: Yes I am.

Question: Are you also implying that professionals in the travel industry do not know the importance of, nor practice on a regular basis, the simple task of following up? Read the rest of this entry »

I have been known to suggest that when somebody crosses your mind for no apparent reason, it would be in your (and their) best interest to contact them… sooner rather than later.

The mysticism in this advice escapes me, but I hold firm in my belief the effectiveness behind this practice. This past week, I was the recipient of such a contact when an agent from the west coast sent me an email with an article of supposed interest attached. In this case, the agent thought I might want to discuss the topic at one of my future workshops or podcasts. I opened. I read. I agreed. And here it is.

Read the rest of this entry »

I am often asked where I get ideas for my articles. The short answer is “everywhere.” Today’s message came from a recent unexpected visit to a dentist for an emergency tooth conundrum. As my wife was settling into the chair, I was cooling my heels in the waiting room thumbing through magazines. The rag in hand was titled BOCA.com.

There is an old proverb that suggests, “The devil you know is better than the devil you don’t know.” This adage first appeared in John Taverner’s Proverbs of Erasmus (1539).

This infers that it just might be easier to put up with what you are already familiar with, rather than roll the dice on something unknown. I suppose you could also justify your tendency to remain put by reminding yourself that “the grass always appears greener on the other side of the fence.” (Whatever make you feel better.)

Note: Today’s article is adapted from an article published in Forbes Magazine.

I added my two bits when I thought it appropriate and cut the length to fit my space.

Communication, customer service, and driving have something very much in common. Everybody thinks they are good at these skills when, in fact, very few are even adequate with any consistency.

This overestimation of our communication abilities is magnified when interacting with people we are familiar with.

… or do anything that can lead them to believe that they are not important to you.

Where to begin? So much material. So many messages. Mostly reminders of how not to do things.

I just spent a week filled with negative people. Whining couples conversing over their appetizers at a lovely restaurant. Little eye contact at Best Buy. No acknowledgment when you pull over to allow an oncoming car to pass through a narrow street first. Then, culminating with my insurance agent of nine years actually raising his voice at me when I asked him why he thought it was in his best interest not to return my phone calls.

I Live Where You Vacation. These are the five printed words printed on a wooden sign in my back porch reminding me how fortunate I am to be living in South Florida… especially in the months of January, February, and most of March.

What this factoid has to do with today’s message will soon become apparent.

What you don’t want to do is to look back on your life while uttering the empty phrase, “If only I….”

What you “should have” done, and what you “could have” accomplished while arriving on today’s page of the calendar is yesterday’s news. Whatever opportunity you clearly missed is long gone. Yesterday is a memory, tomorrow a distant dream. Today is your reality. What are you planning to do today to make a difference? Make your answer count, so tomorrow when you look back at today, you can be proud of what you accomplished.

I have been known to suggest that when somebody crosses your mind for no apparent reason, it would be in your (and their) best interest to contact them… sooner rather than later.

The mysticism in this advice escapes me, but I hold firm in my belief the effectiveness behind this practice. This past week, I was the recipient of such a contact when an agent from the west coast sent me an email with an article of supposed interest attached. In this case, the agent thought I might want to discuss the topic at one of my future workshops or podcasts. I opened. I read. I agreed. And here it is.

I tell a lie. Not everybody calls me Grumpish. Just those close enough to know that this affectionate nickname came from my nephew’s a three-year-old daughter. I asked Mila’s mother what her small fry just said when looking me square in the eye. “I think she just called you Grumpish.” And I remain “Grumpish” five years later and hopefully for many years to come.

One of my all-time Christmas gifts was a t-shirt with the word “Grumpish” scrolled across the chest. And here comes today’s message.

Although there may not be any “do-overs” or mulligans in business these days, there is certainly time and rationale for “pressing on.”

Allow me to explain.

I recently sent out a blast email promoting my new series of “More-On” books.  What better way to start promoting you, or your business, than by telling people you are alive and ready for action.

Twelve years ago, I wrote an article that caught the attention of more than a few readers. I thought it might serve another purpose today. Here goes:

The scene was Annapolis, Maryland, the home of the United States Naval Academy. Annapolis is one pretty town—especially on a bright, clear Saturday morning in late May. Weather-wise, my wife and I hit a home run as we sauntered in and out of the cute little shops along the main drag.

Just when you think you have all the letter shortcut meanings down pat, up pop a few new ones. You already know what TGIF infers. LOL in text refers to something that triggers your funny bone. ASAP is another way of implying that sooner is better than later. One of my recent favorites was CAVU. You aircraft pilots out there might recognize this as a sign of good news. (Ceiling and visibility unlimited.) Then there is the ever-popular FOMO* and, for you travel professionals, let’s not forget TWA and KLM. *FOMO = Fear of missing out.