Imagine, if you will, a sunny, warm summer’s day. There is a carpet of green grass as far as the eye can see, when, all of a sudden a spaceship hovers above and lands in front of you. As it descends, there is a cloud of steam that appears and soon thereafter a hatch opens and you are the first on Earth to make contact with a life form from another planet.


The particular process I teach is one called DUMB. The tag line for this process is: “The DUMBER you are the more successful you will be.”

As mentioned in previous blogs, the sales system was actually established back in 1897 by James Patterson the CEO of The National Cash Register Corporation. Since then many processes have come along to work with the system with varying degrees of success.

DUMB is an acronym standing for; Different, Unique, Memorable and Believable.


Why is it during this time of year one gets inundated with offers from all sorts of ‘gurus’ on how to take your business to the next level.

These take the guise of everything from; getting qualified leads which require you to close and further offer hundreds and hundreds of those leads to being a ‘Master Trainer’ that will increase your business by 200% or more in a month. Yesterday I received three offers just like those and have reached my breaking point.

STOP IT!!! You know it is wrong and all you are doing is taking advantage of people.


Do you? Does anyone else see the major challenge in using those two little words?

While having a discussion in The Action Suite, for more information on this very unique business development program go to and click on the link, on how to think outside the box, Sheila Sutherland, one of business leaders in this group, stated: “Stop using ‘I know.” Even I was taken aback for a time and asked her to explain further and what she shared was truly eye-opening for everyone, including myself.


Those that have been following me for awhile know that I am an avid reader. I love all types of books, but do tend to read books to do with business the majority of time.

I am currently reading a book I can only call a nostalgic read in the arena of sales. This is because the techniques and behaviors in this particular publication are so outdated that it makes me laugh and shake my head. However, it is great for a laugh or six. In checking the copyright date after reading a chapter or two thinking they can’t be serious, I noticed that is was first published in 1989.


‘The greatest danger for most of us is not hat our aim is too high and we miss it, but that it is too low and we reach it.’ ~ Michelangelo.

Here we are in the first full week of 2019, ready, willing and able to go get those goals that we set for us, or in some cases, goals that someone gave to us, however are those goals our real goals?

If we take a closer look at the quote by Michelangelo, are we kidding ourselves by making an unrealistic goal? Not in the fact that it may be too high, but rather is it one that does not stretch us?