our insights

<p>My friend Bill from Toledo told me a story once and it has stayed with me for more than twenty years.</p><p>At the time, he was in broadcast television commercial production and, as a Black man living in America, he had a very different perspective than I did. He recalled being a kid in the early 70’s watching television and seeing...</p><p>‍</p>

<p>Before I became a business owner eleven years ago, I was a sales manager. Before I was a sales manager, I was a seller out in the field. Early on I decided I didn’t ever want to be...</p><p>‍</p>

<p>Some of us have thrived for years in the environment of the face-to-face meeting. It’s meant we’ve been able to read a room, notice body language, and maybe build rapport with someone based on the photos in their office or by identifying with...</p><p>‍</p>

<p>“Misery loves company.”</p><p>“It is what it is.”</p><p>“This too shall pass.”</p><p>“Take it a day at a time.”</p><p>“The sun will come up tomorrow.”</p><p>‍</p>

<p>Yesterday, in the midst of all the new ways of conducting business, I was on my seventh conference call of the week and a significant client of ours told us what had been happening in their world. Major work was being put off by a large cross section of their clients. He tongue-in-cheek said...</p><p>‍</p>

<p>In real estate there’s an old saying: only three things matter – location, location, location. It’s funny how that same adage has an application in the...</p><p>‍</p>

<p>Twice in a matter of days I asked a “youngin” about learning something and both times they took the same tack. Suddenly, I realized how old I was.</p><p>You see, back in the day we’d have asked a friend for information, or gone to the library, or found an expert, or gotten a hold of an owner’s manual. Heck, back then we’d even grab a...</p><p>‍</p>

<p>Football teams have evolved their rosters through the years – just like baseball teams did years before. You have short yardage runners, nickel backs, receivers who only play on third downs, and kickers who are especially talented at...</p><p>‍</p>