Since hope truly does spring eternal, on any given day you’re likely to meet a starry-eyed human babbling on about becoming a business owner.
Probing for the object of this person’s entrepreneurial infatuation will precipitate what, where, how, and when questions and, finally, the most important question: Why do you want to own a business? Answers to this last one, unfortunately, often produce what I call “The Myths of Small Business Ownership.” Here are the four most prominent: [Continue Reading]
What follows is a story about the most powerful tool in sales. 
If it’s July, one of the most amazing athletic competitions in the world is being staged. Since 1903, the Tour de France has been the pinnacle of professional bicycle races, and arguably the most grueling of all sporting competitions.
Seven score and nineteen years ago, in his inspired speech at the 1863 dedication of the Gettysburg Cemetery, President Lincoln delivered these immortal words: “…our fathers brought forth on this continent, a new nation, conceived in liberty and dedicated to the proposition that all men are created equal.”
Negotiating is a process of communication between two or more parties to reach an agreement on future behavior – like when you’re purchasing a small business, leasing an office, hiring an employee, selling a product, or trying to get a two-year-old to take one more bite of peas.
Parental love is a paradox, simultaneously delivering the expectation of safe harbor with the consequences of discipline. As the father of an adult daughter and son, plus the grandfather of four knucklehead boys (Hurricane, Tornado, Crash, and Train Wreck), I’ve learned some things about this paradox.