Friday, June 13, 2014 I’m taking some methodical steps to find the best candidates to hire for the sales force that I want to build. The process begins with an ad that I published in online job boards. The text of that ad follows: Inside Sales: Global Property Alliance is hiring Type-A sales professionals. Initial […]

Thursday, June 12, 2014 Earlier this week I wrote that I finished listening to an audio file of Zig Zigler’s book Secrets of Closing the Sale. Today I took some steps to memorialize some of the lessons that Zig taught, as I wanted to use them in training sessions that I would lead. Although I […]

Wednesday, June 11, 2014 Today is a special day in our family. It is my younger sister Christina’s birthday, for one thing, and we celebrate her birthday with festive thoughts. On the other hand, today is the 10th anniversary of the passing of my father, and we mourn his passing. I remember the day that […]

Tuesday, June 10, 2014 I finished listening to an Audible file during my run this morning. Zig Zigler wrote the book I finished listening to this morning. I’ve known about Zig Zigler for decades. He is well known for a career he built as a salesman of kitchenware and insurance. But his real claim to […]

Monday, June 9, 2014 I’ve now been liberated from the Bureau of Prisons for more than 300 days. Each day in society gives me another reason to count my blessings. During the more than 26 years that I served, preparations for success filled me with high levels of energy and enthusiasm. Rather than dwelling on […]

Sunday, June 8, 2014 For the first time, Carole and I visited the famous mall at Fashion Island, in Newport Beach. I began working in the early morning. By 4:00 pm, I decided to spend some time with Carole. She picked me up and we drove to the beautiful mall. We didn’t have too much […]

Saturday, June 7, 2014 I’m working on two fronts now, and the busy schedule means that I’m writing weekly updates rather than daily updates to my journal. On one front, I have a commitment to the Michael G. Santos Foundation, which works toward three objectives: To provide programs that teach people in at-risk populations how […]

Friday, June 6, 2014 For the first time since moving to Newport Beach, Carole and I joined some friends for dinner. The long hours that I’m working has made it difficult for us to get away before. I leave my house for a run at 4:00 am, and I generally work until around 7:00 in […]

Thursday, June 5, 2014 Writing a new sales presentation, as I did yesterday, introduces change. Many people resist change. Today I faced the challenge of persuading others that a new approach to sales would bring more benefit. I welcome healthy debate to deliberate risks and rewards associated with change. I appreciated an opportunity to listen […]

Wednesday, June 4, 2014 Today I wrote a sales presentation. Writing a sales presentation requires the same process and structure as any other type of writing. First I must consider the audience. When I write a sales presentation, I have two audiences. Those who work on the sales force must understand the objective, strategy, and […]