I do believe that a personal phone call is very effective & targeted way to build business. I am not advocating a cold call. Each prospect should be familiar with your product or service through direct experience or other marketing media. It is my job to let them know about promotions/deals that will help make their businesses more profitable. Prospects/People have so much stuff crossing their screens & desks, it is my job to cut through the clutter and give them a way to save or make money. Find out if there is a need and then cut to the chase quickly. The call should be done in a professional and nonthreatening manner.

My oldest son plays the drums in the HS school band. The concert last night was in preparation for a live county assessment on Thursday. The band had to review a new piece of music for 7 minutes and then play it for the judges. It is a high pressure environment and all the kids were exceptional. So thankful for the great instruction and leadership provided by Chancellor.

Visited my brother and sister in law this weekend and had a great time! My sister in law is a psychotherapist and I always enjoy her insights. She shared that many illness can be traced to inner tension that needs to be released. John Sarno is the Doctor who has pioneered this approach for many years. He has a 90% success rate! I plan on implementing some of his practices.

I referred a thank you note from Dentist, Dr. Balian, yesterday. He thanked me for a referral and included a gift card to a movie theater. This kind gesture really has an impact and creates an emotional attachment. I need to do this more often with my customers. Keep it simple and kind.

I have had some ups and downs this week. Learning to surrender all my life, will and pain to God. Many times I feel like I am in control and that’s when I always receive an attitude adjustment through my circumstances. Beautiful day here in Fredericksburg this morning.

I do a lot of banking with Bank of America and they continue to struggle with thinking small. I received a voice mail regarding one of my retirement accounts and I returned the call within 5 minutes. It took BofA almost 20 minutes to figure out why somebody called me. Sometimes I just have to shake my head.

We finally received a break in the weather this weekend and this allowed some time for Spring cleaning. Washed the cars and cleaned out all the dirt and grime that was built up from the winter. Also, set the clocks forward to accommodate Eastern Daylight Saving time. It’s tough to adjust in the beginning, but I do like the extra daylight in the evening. The morning light will catch up in a month or so. Spring is also the time for fresh business ideas! Looking forward to all the new challenges ahead.

I listened to a talk by Tim Keller and he suggested that the Source of our Spiritual Deadness is believing that our standing with God is based on performance. This was the point of the parable of the prodigal son in Matthew. The good son was expecting everything from his father because he did all the right things. Our goal should be to obey God in order to get more of God, Resemble God and Delight in God. This is our true reward.

As a sales guy, I am on the phone a lot talking with prospects. For the most part, people understand how business works and will politely say no if there is no interest. However, you do come across bad apples from time to time which can really impact your attitude. I think the ability to not let let the bad apples distract you is one of the keys to success in sales and building a business. I go to the gym a couple days a week because it helps me withstand the bruises that come up during the day.

March has arrived and I am hearing all the rumblings about spring activities. Spring training, March Madness, Easter, Spring Break, Spring Forward and lawn mower maintenance. All this spring chatter and we have a snow storm coming in tomorrow. Weather is unpredictable especially here in Virginia!