MBWA – Manage by Wandering Around

How I busted two busboys camped out in a walk-in cooler. Topic: Learn valuable things by being unpredictable.

College days. I’d been working the night shift while training at a popular 24-hour restaurant. I’d noticed that no matter how many dishwashers we scheduled, they never kept up with demand. Nightly we ran out of plates and silverware.

I also observed that the manager who was training me always took a post at the front of the restaurant to greet and seat the guests as they arrived. No one ever had to guess where Mr. Manager was.

Therein lie the solution to the dish problem.

On my first solo shift I informed the hostess that I wouldn’t solely be seating guests during the rush. I told her I’d be wandering around.

I knew I was on to something when I entered the “back of the house” and was greeted by wide-eyed surprise.

I quickened my pace. And then I found them.

They sat together in the walk-in cooler. Two busboys atop a milk crate, sitting back-to-back reading newspapers. The sports section I recall.

The look of genuine shock on their faces – both hilarious and priceless. Mystery solved. And two busboys fired.

Managers – In a playful, innocently inquisitive and non-undermining way…

Ask random (non-accusatory) questions. Show up at unexpected times. Talk to everyone, especially those you don’t regularly converse with. Wander around and go to places you haven’t visited recently.

Especially when the business isn’t performing to expectations. You may be surprised at what you learn.

By |March 30th, 2015|Blog, Business|0 Comments

Improve the Success of Your Goals and Resolutions by 50%

Invest 30 minutes of your time, and you’ll learn the keys to creating more effective goals and resolutions. Take control of your life, achieve the things you want, live the life you want.

Bonus content – 1) why it’s impossible to multi-task, 2) why so many miscommunications occur and how to improve.

Six Keys to Career and Personal Reinvention

By |November 23rd, 2013|Blog, Business, Mindsets, Starters® Stories|1 Comment

The Important Counter-Balance to Goal Setting

The pursuit of goalS, without the proper understandings and counter-balances, is purely reckless.

This article does a great job explaining why!

“In some ways both Santa Clause and The Secret have done us a disservice. Both focused on wishing something would happen and either through the process of writing it down and/or visualization, it is supposed to magically appear. Many management and self-help gurus cite research, reportedly done at Harvard or Yale universities, which describes why only 3% of Harvard MBAs make 10 times as much money as the other 97%–because they write down their goals. The problem with this claim is that no such research study exists.”




By |November 16th, 2013|Blog, Business, Mindsets|0 Comments

(Almost) Everything in Life is Negotiable

On a particular Friday I awakened feeling stressed. And a little bit grumpy.  I had two looming deadlines ahead, and it meant I would spend the weekend in front of my computer working. Not relaxing, not playing. Working.


It’s not like me to miss a deadline (let alone two), but having spent the month of October traveling to India, Canada and Ohio I simply had no time to work on these projects until the final days before they were due.

Rather than grumpily trudging through the weekend, I made two phone calls. I explained my situation and asked for help and understanding.

Both calls resulted in me being  given 30 day’s extensions. There wasn’t even a problem, the extra time was given gladly.

Had I not tried, I would have lost the weekend. More importantly I would have resented having lost this time.

Life is short. Time is not meant to be resented – but celebrated.

I was reminded that most things in life aren’t pre-destined. They’re negotiable.

Rather than seeing the eventualities I learned (again) to look for the possibilities.



By |November 11th, 2013|Blog, Business, Mindsets|0 Comments

The Journey Begins Once The Desired Outcome is Decided

“The journey of one thousand miles begins with a single step”, however unless we decide upon where the journey will take us the journey of one thousand miles may become one very large circle.

Imagine you are taking a vacation, using two weeks of paid time to travel to Rome, Italy. In order to make the most of your time, wouldn’t you research the city and plan your time? Its unlikely that you would simply board a plane on the day of departure lacking provisions for the long plane ride, then arrive at your destination and begin wandering aimlessly in the hopes that you will run across something worth seeing.

Most of us reading the above would never imagine embarking on such a trip without having planned, researched and prepared so as to make the most of the experience.  Most of us would consider it a waste of valuable resources and a missed life experience if we did not make the most of every minute of a vacation like this. We would therefore plan each day, sometimes to the hour, to get the most out of every moment.

We all understand planning and research at their most basic (and fun) levels. We apply these principles to the things that interest us, to the places we want to go and the things that we want to see.

Why do we so often fail to apply these same skills to guide our career towards our desired destination? Isn’t it hard to believe that we often spend more time planning our two week vacation than we do in planning the very thing that makes it possible?

Our professional careers are the single greatest generator of our personal wealth. If we plan them as […]

By |October 22nd, 2012|Blog, Business, Mindsets|0 Comments

Sales – What it is and What it Isn’t

There is no finer profession than sales, and the wonderful news is that we are all in sales to one degree or another. If you communicate ideas of mutual benefit to others one or more times per day, you are ‘selling’. If you are concerned with helping others find and meet their needs, you are a salesperson.

Sales, by the way, is not a profession where well-dressed smooth talkers practice techniques to “do on you” to separate you from your money. Sales is not a process of pushing and bullying someone into a decision that they must make now or “lose the opportunity of a lifetime”. That is what con-artists and thieves do. (Having had the benefit of years of Military Police training I learned the elements of a con to always be one or both of the following; pressure to do something right away and a situation that seems too good to be true.)

Sales professionals (and selling is a profession) are focused on finding and meeting the needs of others. They school themselves on communication skills in order to convey their ideas of mutual benefit to others. They are students of people – not to eventually manipulate, but to better understand them and to meet them at their level of understanding. They master techniques that help to remove obstacles (objections) that stand in the way of helping others reach their goals.

By |October 19th, 2012|Blog, Business|0 Comments

Don’t Fall for the ‘Head Fake’

When you guard an opponent in basketball, you watch their hips. It’s easy for them to misdirect you if you watch their head, but wherever their hips go the rest of the body must follow.

Head fakes happen in business too. We call them ‘puppies.’

Watch the Vonage commercial, you will know exactly what I mean…”We ALL bundle. Puppy!”

When you are quick to spot the ‘puppy’ in business talks it helps you cut through the clutter and misdirection so that you can deal with facts rather than distractionary BS.

Watch for puppies, and avoid the head fakes!


By |October 17th, 2012|Blog, Business|0 Comments

When Mitt Romney Took My Hotel Room

My deodorant broke apart just after my left arm and before being applied to my right that morning. It had crumbled into pieces, filling the floor with little sticky chunks that I had to pick up and rub individually on my armpit in order to have balanced coverage. The whole process took ten minutes. Afterwards I decided that my hands may never sweat again. That was the only upside.

In and of itself it was a minor annoyance. In the aggregation of events of that particular morning it was to be the second to last nudge.

I had awakened early – with ambitious intent. I drank coffee and structured my work area for maximum productivity. Within thirty minutes I had two devices connected to the hotel’s internet, two spreadsheets open to review and three presentations open in prep for scoring them.

I had an 11:30 am  meeting that day, and all of the above needed to be completed before then. After several unexpected phone calls, multiple emails and a few work related texts I moved my lunch to 12:15 and set about the important work of the day

I was quite productive for nearly twenty minutes when my room phone rang. I could ill afford another interruption but answered anyway.

It was the manager of the (extremely large) hotel I was staying at. She apologetically explained that a VIP visitor had requested to stay in the room I checked into. The VIP had expressly requested MY room. She asked for my help, offering upgrades and reductions if I would agree to be relocated. I agreed (on principle, not because of the upgrades) , and after doing so was informed that the move needed to happen immediately.

I asked her to send a bellman […]

By |October 5th, 2012|Blog, Business|1 Comment

Salespeople -You Are An ‘iCorp’, Not An Employee

Your personal iCorp represents the single greatest income generator in your lifetime  – yourself. The average annual income in sales is between $73,000 and $82,000. Taking a middle ground figure of $77,500 across the 43 years the U.S. Census Bureau say you will work generates $3,160,500 in lifetime earnings.

Your iCorp is the single greatest earning vehicle you will see in your lifetime, shouldn’t you spend time enhancing and improving it? It is NOT the responsibility of your employers to spoon-feed you your training. Nor is it their requirement to keep you abreast of changes in the market and in technology. It is the responsibility of your iCorp.

The rules that govern your new iCorp are universal, this enables you to learn from all other Corporations. You can study the brilliant and the stupid moves alike. You can adopt best practices, you can avoid dumb mistakes.

Dedicate yourself to on-going education and watch the worth of your iCorp rise!

 <a href=””>Hyper Smash</a>


By |September 10th, 2012|Blog, Business|0 Comments

The New Normal

In December of 2007 the worst economic downturn since the 1930’s arrived. Before it was declared “over” the U.S. was to see a 4.1% decrease in its overall economy and jobless rates would rise to 10.1%. Terms like “downward mobility”, “the new frugality” and “Second Starters™” were created during this time to describe; the involuntary shifting to lesser skilled jobs by the workforce (downward mobility), the focus shift toward personal debt reduction and savings versus personal credit and spending (the new frugality), and the necessity to re-create a career due to uncontrollable shifts in the marketplace and the resultant job displacement they caused (Second Starters ™). These terms weren’t nearly as relevant during the double-digit growth years that occurred before the bubble burst.

There have been 47 recessions in the United States since 1790.  Prior recessions lasted between six and fourteen months. In each case the economy rebounded vibrantly and things went back to “normal” once the recession had run its course. Not so for the latest one. In June of 2009, after nineteen months, the recession was declared officially over. Not because the financial situation had improved, but instead because we had reached a permanent recessionary state called “The New Normal”.

The New Normal has had a huge and lasting effect on the profession of sales. Many now say they work three times harder to achieve the same results as in years past. Their new business development is offset by changing budgets, attrition – and from companies simply falling off the map. Many say that it is hard work to just maintain flat sales in this economy.

‘Flat is the new growth’, but flat sales don’t guarantee job security or financial stability. They don’t enhance retirement portfolios […]

By |September 5th, 2012|Blog, Business|0 Comments