Jim Cathcart (author of RELATIONSHIP SELLING and the ACORN PRINCIPLE and a sought-after international speaker) relates how he worked in the mountains in Arkansas repossessing vehicles when payments were not made on the loan. Needless to say, he and what he was about to do, were not welcomed by the mountain men. As Jim was about to be ushered off the … [Read more...]
Hobson’s Choice
A man drove on a long and lonely unpaved road in Arizona on his way to watch Hopi Indian ceremonial dances. Afterwards, he returned to his car only to find that it had a flat tire. He replaced it with the spare and drove to the only service station on the Hopi reservation. As he stepped out of his car, he heard the hissing of another tire going … [Read more...]
Enriching Life
I'm intrigued when I see two people engaged in similar tasks but provide different responses to helping others. One bank teller smiles and says, "Hello, how can I help you?" Another says, "Next!" One bank teller says, "I don't have any two-dollar bills." (I use two-dollar bills for tipping skycaps and bellmen.) Another says, "Although I don't have any … [Read more...]
Communicating More Effectively
The brain thinks in pictures, not words. Not that you remember your last dream, but if you asked yourself whether you visualized the dream in words—as you are reading now—or you visualized in pictures (images), you will conclude that you dreamt in visuals. (Remember that in human history reading is a relevantly recent development, and only in … [Read more...]
A Lou Holtz Motivational Secret
Before becoming the very successful football coach at Notre Dame, Lou Holtz brought his University of Arkansas team to the Orange Bowl in 1978 to play against heavily favored Oklahoma. Pundits gave Arkansas slight to no chance of winning. Dejected players filed into a team meeting a few days before the game. Holtz picked up some newspapers and pointed out … [Read more...]
Learning and Perfection
A question was recently asked, "What's responsible for feelings of self-confidence and of positive self-worth?" The answer quickly came: "Being unafraid of failure." Truly confident people–from business leaders to politicians, from teachers to lawyers–simply are not intimidated by the possibility of failure. They do fail, but they don't allow their … [Read more...]
Time and Learning
As the years go by, I wonder why time seems to go more quickly. I think I have come upon the reason. Think about it: When you were five years old, a year was one-fifth of your entire life. When you are fifty, it is but one-fiftieth—a mere fraction of the whole. I would like to think that this may be part of the reason we learn some of the most … [Read more...]
High School Principal on Level B
Question: Many of the teachers and students at my high school are operating at the the higher levels. However, I often operate at Level B. I became aware of this while listening to you. I will be working to change my approach. If you have any suggestions, please let me know. Response: Dear High School Principal, You have hit upon a significant … [Read more...]
Questions and Caring
One of the most important factors that study after study have shown—in terms of what is important to students—is their feeling/belief that someone in school cares. A significant factor in asking a question is that there is an assumption that you care about the person with whom your are conversing. When communicating with others, therefore, instead … [Read more...]
Reflective Questions
Instead of thinking of the right thing to say, think of a reflective question to ask. The sooner you inculcate the mode of asking reflective questions—instead of telling—the less stressful it will be for you, and the more successful you will become. Reflective questions prompt evaluation of the person's own behavior. An example to a young person … [Read more...]


