Anonymous Distributor

During the past three years, I’ve learned that grandchildren are the primary reason that most of us lead long lives.

I don’t have any scientific evidence confirming my conclusion. But I know I’m going to live as long as I possibly can so that I can fully enjoy my grandchildren. Reading a bedtime story, celebrating a third birthday, going to the beach together, being on the receiving end of the most beautiful smile in the world, or receiving a hug from tiny arms with love from 100 percent of their little hearts, provides all the reasons we need to live on and on. And yes, it is true that you can send grandchildren home at the end of a day or the end of a vacation, but now I’m wondering why you would even want to.


In his recently published book, The Trust Edge, Dave Horsager cites a study by Forum Corporation as evidence of the importance of trust in business. Using hundreds of salespeople from 11 companies in five different industries, Forum Corporation’s investigators found that the unique trait of top producers was honesty — not charisma, ability or knowledge. Would you have said “honesty” was the key trait of top salespeople?

When we trust people, we are optimistic that they are competent to do what we trust them to do, and they are committed to doing it. They will be totally honest with a customer even when it is difficult or potentially costly. Their reputations are more important than any deal. Horsager believes that this “Trust Edge is the competitive advantage gained when others confidently believe in you!” That’s a pretty simple and natural way to gain a competitive edge for most salespeople. Try it.


A father called his son to wish him a happy 60th birthday. As they were talking, the son said, “Dad, you know I’m 60 years old today, but I really don’t feel that old. How do you know when you are really old?” The father responded, “Son, you know you are really old when you call your son to wish him a ‘happy birthday’ on his 60th birthday!” Enough said on that subject.


In 2007, I told my surgeon Dr. Borden that he could do whatever he needed to in treating my severe case of prostate cancer because I was planning on living until at least the age of 85. And that if I didn’t make it, I was going to be really upset with him. After surgery to remove the cancerous prostate gland, and recovery, followed by seven-and-a-half weeks of almost daily radiation treatment on the surrounding tissues and lymph nodes, I began every cancer survivor’s journey — the journey to keep living. First monthly, then quarterly, and finally every six months, I had my PSA test and then my visit to the surgeon, always hopeful, but never really knowing what he would report to me. A few days ago, I had my last bi-annual visit in the fifth year after surgery. And the message was that the PSA (and cancer), as it had over the past five years of visits, remained un-measurable.

Now my visits become annual. Dr. Borden suggested that after five years of being cancer-free, it was time to celebrate. I believe I will!


There’s nothing I like better than business competition, because competition has made me and my company better over the years. We like to always be proactive in offering better or more innovative service than our competition. And then when the competition finally catches up with us and offers the same, we’ve already moved on to something even better, more innovative, or more appreciated by our customers.

Many competitors can’t compete on quality or innovative service, so they do the only thing they know how to do: cut selling prices. How do we compete against price cutters? Want to know my secret? I can sum it up in one word: patience. I bet you weren’t expecting that! Most of our price-cutting competitors have disappeared and been “long gone.” Make sure your business remains profitable and your customers are delighted with your service. And I guarantee your business will always survive your price-cutting competition’s business.


There is an old saying in Africa that goes like this: Every morning, a gazelle gets up and knows that it must out-run the fastest lion, or it will get eaten. And every morning, a lion gets up and knows that it must out-run the slowest gazelle, or it will starve to death.

So, whether you are a gazelle or a lion, when you get up every morning, never forget you’d better be running.


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