In Part One, we met Michael J. Maher, a titan in the field of real estate sales. A hugely successful producer and leader, we saw that one of his major character traits was his “other-focus.” His business card told the story: “We’re not #1…YOU are.®” But lest we think that is an anomaly, I assure…
It was an honor to have coffee the other day (at Dunkin’ Donuts, of course) with a legend in the real estate profession. I’d heard of Michael J. Maher but knew little about him. We had some mutual friends from Kansas City, which is where he lives. Due to an intense work week in preparation…
In Part One we discussed the fact that often what most throws us off-balance in terms of a verbal attack is its suddenness; the surprise factor. If we’re not expecting it and not prepared, it can cause us to either lash back (react) or submissively take it without any type of response at all. Neither…
You’re verbally assaulted, either by someone you know, or even the complaining customer you just met. And, you don’t handle it well; either shouting right back or simply taking it; only afterward realizing just the right response. Yes, even while beginning to master the art of positive persuasion, we can still be “thrown off” when…
We’ve all sat in a restaurant waiting for our order…and waiting and waiting and waiting; sometimes even when the meal is ready. In this article, let’s look at how to politely and effectively gain the attention of the waitperson, and in such a way that he or she will feel glad to serve you. Marilyn…
In our previous post featuring the wisdom of Le Herron, the much-loved and very successful CEO of O.M. Scott & Sons over an 18 year period stretching from the mid 60’s to the early 80’s, we saw, through some quotes from his book, Making Your Company Human: Inspiring Others to Reach Their Potential that the…
If you’ve ever attended one of my live presentations or read any of my books (well, just about any of them), you know how much I value handwritten, personalized notes; especially after meeting someone for the first time, doing business with them, receiving a referral, etc. That’s not to say emails aren’t great; I certainly…
In Part One we heard from a reader who did not feel right being nice to someone he found to be difficult because it felt phony to him. However, since the chances are that people such as he or she aren’t going to be nice to you first (which is what he felt should happen…
Later this week, we’ll continue our look at one of my new heroes, Le Herron, author of Making Your Company Human. I’ve enjoyed reading your comments in response to the first two articles. Today, let’s address a reader’s question on a different topic. He wrote: —– “I genuinely try to have the attitude of wanting…
Last post you met Le Herron (CEO of O.M. Scott & Sons from 1965-1983) and learned the foundational principle of his leadership style; putting other people’s interests first. This, he learned as a lieutenant in World War II while being admonished by an old sergeant. A business leader putting other people’s interests first. “Naive? Not…
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