“Change is not a four letter word...but often your reaction to it is!”

“Becoming well known (at least among your prospects & connections) is the most valuable element in the connection process.”

“When you employ HUMOR, you create a friendly, relaxed buying atmosphere.”

“You don't earn loyalty in a day. You earn loyalty day-by-day.”

“I graduated from high school in 1963. There were no computers, cell phones, Internet, credit cards, cassette tapes or cable TV.”

“There's no lotion or potion that will make sales faster and easier for you - unless your potion is hard work.”

“Llarimar had told him to do his best. That sounded like an awful lot of work. Unfortunately, doing nothing was beginning to seem like even MORE work.”

“In his opinion, working was vastly overrated. Particularly as a way to build character, for everyone who engaged in it was far too snappish and fussy, and seemed to have no manners at all.”

“There was a sergeant at a desk. I knew he was a sergeant because I recognized the marks on his uniform, and I knew it was a desk because it's always a desk. There's always someone at a desk, except...”

“Becoming well known (at least among your prospects & connections) is the most valuable element in the connection process.”

“Anytime you're tempted to upsell someone else, stop what you're doing and upserve instead.”

“Think about what you sell in terms of how it eases or prevents pain for your client.”

“The income tax is a twentieth-century socialist experiment that has failed. Before the income tax was imposed on us just 80 years ago, government had no claim to our income. Only sales, excise, and...”