Posted: August 20, 2026 | Categories: Leadership, Management, Sales, Self-Improvement, Time management

Early in my career, I worked for a leadership training company.  One of my responsibilities was sellling training.  I would set up 1/1 meetings with the decision-makers to determine their needs and look to uncover areas where we could make them more profitable from improved team performance.

I remember one of my sales calls that taught me a valuable lesson;  When I am on a call, it is my responsibility to manage my time AND the decision-maker’s I am talking to.  Here is how the call went:  The boss and I had agreed on a 1-hour meeting.  That was fine.  I began my asking questions designed to discover what he needed and why it was important to him.  The conversation was going well.  He was engaged and on a roll.  When we came close to the end of the hour mark, I continued to let him talk (not  wanting to interrupt).  He ran 15 minutes over our agreed upon time.  No problem, right?  Since he was talking it didn’t make any difference, right?  WRONG!  We manage the clock.  We scheduled a follow-up meeting and he criticized me for running longer than we agreed to.  But,but,but…Sorry, it was my fault.

As you can imagine, that hurt a little bit.  I asked my mentor for advice.  The advice he gave me I never forgot and alsways used.  Here is what he said:

“Steve, if you agree to a specific meeting length and you get to the end and they are still rolling, stop and say, “Jake it sounds like we have found an area where I believe I can help you.  We are currently at the end of the time we agreed upon for this meeting  I have allowed some extra time if you would like to continue.  Otherwise, we can set a follow-up meeting and continue this discussion.”

I remembered Joe’s advice and from that time on, I did not have the problem again, and the quality of my calls improved.

Posted: July 6, 2026 | Categories: Management, Sales

I would like to talk about something that I am not an expert on.  It is also very important.  (Don’t hang up yet!).

All of my clients have websites, and they want to create and keep new customers.  When my customers talk about their websites, many are becoming concerned about their analytics.  Hits are down, and time spent on the sites is less.  What is going on?

Even though I am not an expert, I know a good one.  Here is what I have learned:  In additional to Google search, we need to consider other ways people are searching – especially AI.  As I understand it, a Google search focuses on key words.  AI is more tuned to questions we ask.  For example:

Search word – HVAC repair

AI: My furnace is making a squeaking noise.  What might it be?

Companies that are relying only on search words are often missing valuable leads.  My reason in writing this:  I am observing a significant change in how people search.  I suspect that many busineses are confused about what to do.  Talk to an expert and determine how he or she will manage your website to capture additional leads.  Such action could go right to your bottom line

Posted: May 21, 2026 | Categories: Leadership, Management, Presentation skills, Sales

Early in my coaching career, I remember my mentor, Bob, saying, “People won’t remember what you say…they will remember what they do.”  This past week I observed a powerful example of this motto being played out.

About 3 weeks ago, I read a book to my 3-year-old grandson, Josh.  It was entitled, “The Hungry Caterpillar”.  As you might suspect, it was the story of a caterpillar gradually turning in to a butterfly.  It is quite an incredible process.  We wanted Josh not just to know the process, but also experience it.

We purchased a “butterfly garden” kit.  Contained in the kit were 10 larvae in specially prepared cups.  The larvae ate the food in the cup and started growing.  They kept growing.  Josh was euphoric as he observed the metamorphosis take place.  The cocoons were formed and they started to wiggle, and last Saturday we all experienced the main event:  The release of the butterflies.  Freedom!

Having been so actively involved in the growth of the butterfly garden, Josh now reads his caterpillar book with a new perspective.  He has experienced the process, and therefore understands it at a much more instinctive level.

What Josh learned is what we all need to remember:  If we want someone to grow from our teaching or coaching, get them actively involved in the “doing”.  We can then create true learning.

Posted: May 12, 2026 | Categories: Leadership, Management, Self-Improvement

What happens when we “bite off more than we can chew”?  We have to face the music.

When I was in 5th grade, I played the trumpet.  The band teacher had planned a recital to be performed in front of the whole school.  I was asked to play a specific piece, and I accepted the assignment.  I did so with little knowledge of the song.  That was a mistake.

As I began practicing the piece, it quickly became clear that the song was very hard and beyond my skill level.  I kept trying and things seemed to be getting worse.  Not wanting to make a fool of myself in front of the whole school audience, I decided to back out.  Before I bailed I told my mom.  She didn’t cut me any slack, and said, “Stephen, you gave that man your word and you must keep your word.”  I replied, “But mom, I’ll make a fool of myself.”  Mom responded, “Well I guess you”ll just have to make a fool of yourself.  If you commit to something, you must follow through.”

The day of the dreaded event came, and I still couldn’t play the piece.  With no alternative, I got my mind in the right place, and began by handing the accompanist her part.  I let mind my mind float into another zone.  I played the song beautifully and to perfection.  I could’t believe what was coming out of that horn.

Thanks to Mom for challenging me to be a person on my word.  When we do what we say we will do, we gain confidence and earn respect.  A leader guides someone to a place they would not go on their own.

Posted: January 15, 2026 | Categories: Management, Team Building

Several years ago, I was meeting with the owner and founder of a mid-size manufacturing company that employed around 200 people.  We will call him Jim.  He wanted to know if I could help him work with his people to prepare for the eventual sale of his company.  Jim was in his late 60’s and ready to sell his company.  When I asked him what his biggest concern was, he said, “Seeing  one of my loyal employees on the street after I have sold the company – especially if I knew things weren’t going well with the new owners.”

Since this conversation, I have heard many retired owners say the same thing.  What can we do to help ensure that the leaders who follow us are able to build a working environment just as good as we did, or even better?

Step #1: Start early:  A good rule of thumb is at least five years from the handoff.

Step #2: Get the right people in key positions:  Look at the key positions and make sure we have the “right people on the bus”.  Our leaders must be proud of their work and the special qualities they bring to the company, and this enthusiasm must show.  There also must be a way of measuring their progress. If someone is not the strong leader you are looking for find another place for them.  Don’t waste precious time with someone you know isn’t going to work out.

Step #3:  Strengthen communication and teamwork skills:  Hire a performance coach to work with your team so that all departments develop the ability to work together seamlessly.

Step #4:  (Two years out) Hire a succession consultant:  There is a process involved in selling your company that needs to be followed  You can figure about two years to allow proper time for each step.  You will have a timeline.

Most owners procrastinate and don’t do these 4 things well.  Don’t be one of them!  Have a happy sale!