- My life experiences and the relationships I've had with others have provided me with far more lessons than all the formal education I've received.
- When I came back from college, my father put a sign on my bedroom door that read, "When I was growing up I could not believe how stupid the old man was. When I got back from college I couldn't believe how much he'd learned." The lessons you learn from just living and from the people in your life and career can be your most valuable assets.
- I find that the initial "knee to knee" with a prospect exciting. In most cases I can relate with them on some subject, interest or level, and I'm certainly empathetic to their concerns as a business owner, being one myself.
- Every business and every business owner has a unique history or circumstance that's important. Finding the right solution for their specific need can be an exciting, but crucial, challenge. So it's important to know your client.
- I don't believe I've been told "no" by a prospect while playing a round of golf with them. If they'll play golf with you, they'll do business with you.
- Your services are continuously going to be evaluated by a business owner, C-Level executive or HR director, regardless of how much they like you.
- I'm blessed to be able to call most of my clients great friends, as well, but they still have a business to run, and I still have to deliver and exceed their expectations.
- One must keep in mind when renewing a plan or presenting an annual report with a client to review why they chose a particular plan. What were the concerns or needs when the decision was made? Are those concerns still valid? Has the business environment changed? One should always ask, if the remedy remains effective?
- You're in trouble when you start believing your own B.S. Humility is a virtue.
- All of us are merely stewards of the knowledge and material here on earth. It is not ours to keep. It's only temporary. It's our duty and obligation to share what we know with others so we can have the greatest impact on the world and the lives of others.
