Moving Forward


The other day a very good friend of mine and I were talking about the art of communication.  She had read some of my blogs and newsletters and wondered why I did not focus directly upon the many facets of “closing the sale” and “building relationships”.  My question was “why?”  It is true that for many years I have, taught, lectured, coached, directed, trained, and administered personal development practices within a variety of venues. That is precisely why it was suggested that I share these techniques with others via the Internet. Particularly since I was currently writing blogs anyway.

In thinking about her recommendations I realized that I have addressed many groups, trained many professionals, and worked in the trenches, within manufacturing, service, retail, personnel, sales, marketing, and executive recruiting industries. So, why not share my experiences  with folks, via  the Internet, who might be seeking new information . I don’t have to travel so “we’ll give it a go” !

We will try to address the value of experience intertwined with new school practices and the Internet. Like we said “communication is an art form .”   I’m a guy long on experience, with a tad of wisdom, a smattering of humility, a tempered ego, consistent drive, and a desire to help folks, who want more freedom and flexibility in their life.

Let us begin

Brian Tracy said  “All of life is a test, to see what you are really made of deep, down inside.  Wisdom can be developed in private through study and reflection, but character can be developed only in the give and take of daily life, when you are forced to choose and decide among alternatives and temptations.”

Of the many industries and businesses I have had the pleasure of working with, was the automobile sector. It was fun, exciting, worldly, stressful, and exhilarating. So let us begin with it as a background.  First of all, my introduction to the business was as a middle aged sales trainee, hired from among 40 people seeking to work in the industry. Four of us started—only one of us finished.  The first thing I learned was that the store (dealership) had a process and a procedure for most everything.  This is not unusual. We studied make, model, specifications, colors, and equipment packages from brochures and a physical walk around the individual automobiles.

There were times I had to think back to something I had learned a few years earlier when I was functioning at an executive level in the insurance industry. A gentleman by the name of Walter B. Haley, Chairman, said in a meeting one day “Don’t let your ego get in the way of your judgment.”  Automobile sales and operations were a new industry and product for me so my mantra was “keep your mouth shut and your ears open.”  To this day I thank Mr. Haley and share his comment with all who will listen and take note of the “ego” statement.

Years earlier, following a year of advanced study, I went to work, as a management trainee, for a large retail operation. My first assignment was unloading semi trucks in the hot mid-western summer. This went on for several weeks until I was transferred to a department head position, in the air conditioned store.  There was no question of ego in that instance because it was a necessary step in my career path. As well as relocation to the air conditioned store.

This also was my first introduction to “be a product of the product.”  Although the saying was not in vogue yet, the practice was.  It meant be knowledgeable in the product, practice, process or item that you are representing. Know the important elements  thereof and why.

Until next time,



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