In my post entitled “Why Sales People Should Never Cold Call,” I shared about how Wendover-Insight PRM CEO Larry Dillon and I believe that most successful sales people are weak [...]

As a former stockbroker with EF Hutton on Wall Street a lifetime ago, I learned how to “pitch” stocks to prospects.  My stint at Hutton lasted only 7-months (6 months [...]

If you’re not growing your business, it’s only a matter of time before you’ll be OUT of business. Even if your company has a steady flow of residual revenue at [...]

During my 24-year stint at Peachtree Movers, we did more than 50,000 office moves, and I can count on (only) one hand the number of moves we closed on the [...]

One morning when we cranked our engines, one of our Mercedes Benz trucks threw a rod.  This catastrophic event was not covered by the warranty even though our truck had [...]

Sometimes I used to think that I was Job and God was having fun at my expense.  In the early 1980’s (long before cell phones) one Sunday evening at 7 [...]

If you’ve read my past posts, you know I believe it’s very important to have a stellar relationship with office building managers.  Their recommendation could get you a moving contract, [...]

I learned a long time ago that our success was as much dependent upon my service providers as it was our customers.  Imagine having a truck loaded with office furniture [...]

As they say, hindsight is 20-20, and I’ve had lots of time to reflect on what I would change if I were to start an office moving company today. To [...]

I’ve taught more than 3,000 students my IOMI® office moving seminar.  In every in-person seminar, I asked my class what is the number 1 goal a supervisor should have when [...]

Who hasn’t heard the saying, “The customer is always right,” along with its ugly cousin, “When the customer says ‘Jump,’ you should ask, ‘how high?” In my opinion, these clichés [...]

(continued from last week’s post, Part 2) Launch your attack by “cold calling” the largest companies in your city, following this script.  (To get the contact information, subscribe to a [...]

(continued from last week’s post, Part 1) …I have discovered a “backdoor” approach into winning all their business that I’ll share with you now.  All you need is a “white [...]

Large companies are always moving.  When companies are not growing and expanding, they are shrinking, consolidating and storing furniture.  Big companies are always doing something. If they are presently using [...]

In my last post, I started telling the story about how I learned about why my salesmen weren’t getting any good leads from our investments in the Building Owners & [...]