In a very few weeks we will be saying goodbye to the year 2020 and we will be getting ready to make 2021 a year we can be proud of.

Many of you reading this article today will be coasting through the month of December, celebrating the Christmas holiday, primping for New Year’s Eve, and drafting your list of good intentions.

This is always the way it has been done, and it will be the way for many years to come. But you and I are not one of the many. We are one of the few. And as a result, we choose to do things differently. Stay calm. My message is coming. Read the rest of this entry »

Today’s message may require a little explanation. But first, I will share the catalyst that prompted my thoughts.

My wife received an email the other day with birthday wishes from a doctor she once visited. That, in and of itself, might have been considered as a nice gesture. The last time she saw this doctor was when she was living in New Jersey… and that was twelve years ago. Isn’t it amusing how computers can recollect important dates once an assistant finally gets back in front of an outdated database and hits the merge button with a pertinent “reminder?”

Obviously, the cockles of her heart were not warmed that day. Read the rest of this entry »

Yesterday morning, I was listening to an interview with the famous marketing author Seth Godin. This gentleman has written over 20 books and has a style that comes across both genuine and easy to identify with. In short, I like this guy very much and I endorse the vast majority of his work.

A segment of the interview referenced how small business people and entrepreneurs often slide out of sight while waiting for the magic pill to arrive next week, next month, or next year. He reminded the listeners that life in general is enjoyed more when sharing it with others.

Being a solopreneur myself, this short phrase got me to thinking. I soon found myself soon agreeing that “two heads are indeed better than one” and that misery and success both enjoy company. Read the rest of this entry »

The most recent audio book I am listening to is titled Essentialism by Greg McKeown. In a nutshell, it suggests that we eliminate the non-essential tasks in our lives that are holding us back from achieving what is most important. I listen while I walk at noon each day. (You are finding the time “making the time” to walk each day, correct?)

Chapter 17 was titled The Power of Small Wins. Coincidentally, three days ago my sister sent me a motivational YouTube link from a Navy Seal outlining the ten most important steps to success. The initial step focused on “small wins.” Twice in the same week, from different sources, one of my main topics of discussion were supported from without. Read the rest of this entry »

To set the table for today’s message, I would like to ask you a few questions. Answer these as honestly as you possibly can without attempting to cover up your humanness. What is are your initial thoughts when you come across these situations?

1. You see a stranger walk into a restaurant with a baseball cap on. He does not remove it as he takes his seat at the table.
2. You see a man walk to the passenger side of his car only to open the door for his companion.
3. A stranger, a good 20 feet in front of you, holds the door open for you.
4. You spot a woman in a food store parking lot return the empty shopping cart back to where she initially picked it up?

5. You see someone walking down a walkway stop to pick up some litter that was not their own.

Read the rest of this entry »

How to stop making the most glaring error in salesmanship.

I know what you’re thinking! How can I isolate hands-down the single most glaring error a professional can make in the field of salesmanship? You are probably wondering right now about the myriad possibilities to choose from, including lack of follow-up, talking too much, inconsistency, failure to listen, and a hundred more sales-related glitches, as well as more obvious business-killing turn-offs.

But there is one mistake that stands head and shoulders above the rest. In my 30-plus years of “carrying the bag,” I have yet to uncover a sales mistake that even comes close to the “deadliest mistake.” The irony is that this mistake, along with most of the others, does not have to be made. Read the rest of this entry »

Turning suspects into prospects then customers is the way the sales cycle was designed. And in today’s competitive sales arena, it takes a great deal of time and effort to see the cycle through to fruition. It takes time. It takes effort. It takes communication.

Once a prospect “raises their hand” and indicates an interest in what we are offering, I have always recommended you place this “HOT” prospect onto your “A” List. Then, it becomes your responsibility to cultivate your “A” List – until the prospect becomes a customer or drops off of your list.

Your “A” List is made up of some very important people.

Prospects come and suspects go. Customers renew and you will lose some to attrition. The business beat will go on. But wait a minute…

Just the other day, I was thinking about my “A” List. And then I started thinking about my real “A” List. Read the rest of this entry »

Picture yourself at 2500 feet above the ground, sitting in a Volkswagen Bug with wings. You are at the controls of a Cessna 152 single engine airplane sitting next to an FAA inspector who has your future as a pilot in their hands. At the moment you have their life in your hands, but since this model airplane has two yokes that really is not the case.

Yesterday I shared the meaning of “The Hay Is In The Barn” with you. Today has a similar theme, but in today’s case the result of making a mistake could prove to be far more painful.

Today was the day I had been training for, studying for, reading for, practicing for and looking forward to. Today was the day. And I felt I was ready. Read the rest of this entry »

It is a sad truth that some (many) people do not believe in paying their dues, doing their homework or paying the price that comes with success. Expecting something for nothing is a fool’s game, but many opt to take part in that game just the same.

This subject came to light when I read an incoming email reminding me that there is plenty of opportunity out there waiting for the prepared person. It was Louis Pasteur who once said, “Chance Favors The Prepared Mind.” The translation of this quote is, “The harder I work, the luckier I get.”

But what does this have to with hay or barns? Here is where I segue to today’s lesson. It was back in 1968 when I first heard the term, “The hay is in the barn.” Read the rest of this entry »

Today, I’ve decided to call your attention to a valid sales lesson buried in a conversation I had last week with a travel professional.

This person was showing a sincere interest in joining our (Stuart Cohen and mine) Mastermind Retreat in Cancun in March of next year. I was reviewing the program when the agent mentioned the following.

“I am familiar with both of your and Stuart’s work and feel very comfortable I will be receiving meaningful and timely information and stimulation. But the primary reason for my deciding to attend your Mastermind has much to do with the attractive “social aspect.” Being a small (one-person) company, spending focused time with like-minded agents who are willing to openly share their information and experiences is downright exciting to me.”

Read the rest of this entry »

Yesterday, I shared what I believe to be a common conundrum among travel professionals as COVID-19 continues to hinder people’s travel plans. To be more specific, there seems to be a tendency for us all to become lazy when it comes to performing the needed duties associated with building a business.

At the root of the problem is the fact that, for the past ten months, we have found the time to enjoy the tasks that we consider to be more fun, more rewarding, and less frustrating or stressful.

Although we have succumbed to the problem, we now must “snap out of it” to borrow a phrase from the movie Moonstruck. Read the rest of this entry »

I was speaking with a seasoned travel professional the other day when he mentioned something that caught my attention. He shared a recent event with me. He was having lunch with a group of agency owners who shared the same affiliation. A common thread emerged from the conversation.

He said all but one in the group mentioned that, over the last ten months, they have become lazy when it came to focusing on their businesses. They were having trouble getting back on track and performing the daily tasks that ten months ago came naturally.

For obvious reasons, they have had time to concentrate on more personal activities and found enjoyment in performing non-work activities. This came as no surprise to me as the last ten months have affected us all in various ways. Read the rest of this entry »

“PEOPLE ARE MORE APT TO BELIEVE YOU WHEN THEY SEE A CONGRUENCE BETWEEN WHAT YOU SAY AND WHO YOU ARE.”

Integrity Selling: How to Succeed in Selling in the Competitive Years Ahead— by Ron Willingham, page 99.

For years, sales professionals had a reputation of saying what their prospects wanted to hear, and then resorting back to business as usual. Politicians have honed this skill to perfection.

The sad truth is that this poor reputation has been earned over the years. That is why most people new to this, or any other industry, do not cozy up to the notion of “selling.” Read the rest of this entry »

It is a new day, with new leadership, preparing to get us all back on the right track. Whether they introduce progress or not will be determined in the days, weeks, months, and years ahead. But that being said, here is something you need to come to grips with sooner rather than later.

The politicians, regardless of the label they place on themselves, their style or their beliefs, will not make you a winner as far as your business is concerned. YOU are driving YOUR bus. YOU. And it is time that YOU slide into the driver’s seat and put the “pedal to the metal.” It is time to accelerate your forward progress and for YOU to get back on the road. Read the rest of this entry »

Follow Up Is The Key Ingredient (Written in 2005)

As many of you know (since this column shares many of my personal experiences), I am beginning to plan my retirement by moving to up-state New York. I know. I know. “Mike you’re too young to cash in your chips.” My answer to this is that it is never too early to start “planning.”

Since Barbara and I are investigating log homes, we did what any investigators might do… purchase a log home magazine at the supermarket and send away for all the free stuff that was not nailed down. Send we did. Stuff we got.

But here is where today’s lesson begins. Read the rest of this entry »

Have you noticed there are more commercials on television these days promoting the benefits of protecting your home from gutter leaks? You will now that I have called your attention to it.

What I find interesting about these advertisements is their focal point. It became clear to me – almost immediately – that they were not referencing how dried leaves backup in gutters and can clog up the downspout. Water then builds up and backs up until it freezes. Then the fun begins. Ice creeps up the roof and soon, with the sun and the warmth coming from inside your home, the ice melts and find its way into the under layers of your roof, and down into your ceiling.

These ads do not mention the damage ice can cause as a result of a backed-up gutter. Read the rest of this entry »

I recently received three emails from members of my Inner Circle Group asking me to critique recent attempts of drafting sales letters. This task has become increasingly difficult thanks to the COVID-19 situation.

In all three cases, I spotted a common mistake as well as a few other faux pas, which I felt compelled to comment on. Let’s see if we all can learn anything from my recent experience.

Because it is a subject you feel most comfortable with, there will be a tendency to write about your qualifications, sincerity, and interest at the expense of the more important focal point. THE READER. Read the rest of this entry »

This next quote was taken from the book To Sell Is Human, written by Daniel Pink.

“It was an excess of assertiveness and zeal that led to contacting customers too frequently. Extroverts, in other words, often stumble over themselves. They can talk too much and listen too little… which can be read as pushy and drive people away.”

It has been believed for years that successful sales personnel exhibited an outgoing, people-oriented, fun, and vivacious personality. Sales pros had one thing in common, and that was the “gift-of-gab.” Read the rest of this entry »

One of my favorite movie slips came from the movie City Slickers. Billy Crystal was riding alongside the tough-guy cattle herder played by Jack Palance (Curly).

Curly said the secret to life is just One thing, as he held up his pointer finger. Crystal was all ears, as that was exactly what he wanted to learn from the crusty old cowboy. “What’s the one thing?” he asked. “That is what you have to find out,” answered Curly as he rode out of frame.

For many, the “one thing” resembles a tiny pill. There seems to be a pill for just about everything these days Read the rest of this entry »

If you have been reading my morning memos, you probably find yourself disagreeing with me from time to time. If you find yourself disagreeing with me more often than not, I suggest you stop reading my daily memos. This is known as emotional intelligence.

But, even if you do agree with my opinions now and then, I just may test your allegiance with today’s thought.

First of all, I am not a big fan of the job resume. That statement, in and of it self, may sound as sacrilegious to some of you. Remember, today’s article is being written by a “maverick.” I feel that the time spent crafting and editing a detailed document outlining your qualifications and how “really cool” you are – is more or less a waste of time. Read the rest of this entry »

In over four years of writing a daily column for Travel Research Online, I have never done what I am about to do. (Don’t you just love the suspense.) Today, being Friday, this is as good a day as ever to try something new—Curve Ball Friday.

No, I am not going to write this article while riding an elephant naked down Atlantic Avenue in Delray Beach, Florida. (I’m just wondering after reading that last sentence, are you envisioning a naked elephant, or an old guy with no clothes on? Just wondering.)

No, I am simply going to share a few of my favorite quotes with you. A few words of wisdom that have me pausing in reflection before moving on. This is a first. I hope you will find it to be as exciting and worthwhile as I do. Read the rest of this entry »