I started out as a television news anchor but I wasn't very good at it. I think I was too positive. I wanted to begin every newscast by saying, 'Good evening, in the news tonight...everything's great! Go to sleep. We'll let you know if anything important comes up.'

Internalize the Golden Rule of sales that says: All things being equal, people will do business with, and refer business to, those people they know, like and trust.

Giving is not a strategy. It's a way of life.

What you have to give, you offer least of all through what you say; in greater part through what you do; but in greatest part through who you are.

Exposure plus 95 cents might buy you a decent cup of coffee. The key is to 'position' yourself in your market as the expert, the resource, the only person your prospect would ever even THINK of doing business with, or referring to others.

Your influence is determined by how abundantly you place other people's interests first.

Think about it: everybody you know, everyone that you meet, also know about 250 people. So every time you cultivate a relationship with one new person, you have actually expanded your personal inventory by 250 people - every single time.