While the qualification process is critical in making an initial sale to clients, it's not something you can do once and forget about it. In challenging times, you may need to continually re-qualify existing clients. When anything changes, think of them as if they're new clients all over again. The key element is. . .

The average human being has the ability to achieve almost anything. Lack of basic capability is rarely the problem, but rather, finding out what you want and being willing to sacrifice, change, and grow to satisfy that want.

The endless quest for security is the plague of the middle-class level of consciousness. Security is an illusion used to ease the late nights of worry and concern about the future. The world class knows there are only two facts in which you can be secure: all of us were born, and all of us will die. Everything that happens in between these two dates is up for grabs. These realities invoke terror in the hearts of amateurs, but are liberating to champions, because they are indisputable. It may not be comforting, but it's reality. One of the hallmarks of the great ones is their ability to . . .

Many people do not realize that Nat "King" Cole started his musical career as a piano player. It was while he was on a trip to California performing in a night club, that he singing career got a jump start. The singer who was to have performed that evening was taken ill. When Cole showed up the club owner. . .

In a perfect world, we'd be so well organized and good about fulfilling our sales and service duties that we'd never neglect any of our clients. But, we're human. Things happen. And, we will find ourselves in positions where . . .

Public outrage over double-digit rate hikes for health insurance may have helped push President Obama's health care overhaul across the finish line, but the new law does not give regulators the power to block similar increases in the future. And now, with some major companies already moving to boost premiums and others . . .

Many years ago at a family reunion in Yazoo City I had a precious moment. . . .

One of the primary differences between the masses and world-class performers is how much attention they pay to developing their conversational skills. Champions master the art of interpersonal communications. They know their success is directly proportional to the number of . . .