Sunday, November 16, 2014

A World Gone Social
A World Gone Social: How Companies Must Adapt to Survive by Ted Coine, Mark Babbitt. AMACOM. 256 Pages

The business world has entered a new era—one in which social media has fundamentally changed the way companies innovate, market, scale, build teams, and serve customers. Welcome to the Social Age.

Containing stories, analysis of real-world scenarios, and indispensable guidance, A World Gone Social provides the tools you need to build a socially enabled team that puts the customer experience first. You’ll discover what it means to create an "OPEN" network of partners, collaborators—even competitors. And you’ll learn why nimble and collaborative organizations will ultimately outlive their Industrial Age competition.

In this new business climate, companies unwilling to change are destined for extinction. A World Gone Social enables you to avoid this fate—and lead your organization confidently into the Social Age.

You can read a sample chapter (pdf link) here.

The book's website with more info is here.



Sunday, November 2, 2014

BUSINESS WITHOUT THE BULLSH*T: 49 Secrets and Shortcuts You Need to Know. Geoffrey James. Business Plus.

My first reaction to the book when I saw the "49 secrets and shortcuts" was oh no not another "to do or not to do" book.  But, to be honest, I was not even through the Introduction when I saw this book to be very practical and a simple book with a concept that can be employed right now!  Right away my intrigue began with the thought that today we are all freelancers, we are our own bosses, we have to sell ourselves, clarity creates power, people trump technology, courage is critical, belief drives results, and business is simple.  All straightforward points that are very actionable.  After reading the Introduction, I was already convinced after my 50 years in the business world myself, that Geoffrey was right on target!
I found Part I on "How to Manage Your Boss" (Secrets 1-7) to be very interesting.  It is a great reminder to both boss and associate that relationships are symbiotic and that to achieve any kind of success both need the other.  I found the 12 types of bosses both humorous but also very accurately describing what I have seen myself in the business world.  James talks about 7 things you can do to keep your boss happy and I found them all to be very true.  Most of us desire to advance and move up.  "Getting your boss working for you" certainly shares ideas that will go a long, long way towards success.  It is an absolute truth that not many of us like performance reviews, both boss and associate, but Secret 4 goes a long way in making the process of performance appraisal productive.  Secret 6 on "handling unreasonable requests" is super!  If in fact the boss and associate relationship is symbiotic then honesty is a must.
Part II "How to Manage Your Co-Workers" (Secrets 8-14) is timely because working with your peers and your boss is critical to success.  I found all 7 Secrets to be right on target for anyone's personal success.  We all need to earn respect, play clean office politics, recruit a mentor, deal with annoying co-workers, and yes we have to deal with those pesky organizational; lawyers, make effective use of social media and last but not least shine in meetings.
In Part III (Secrets 15-21) we see how James defines what really great leaders do to manage their people.  I found Secret 15 to be very intriguing.  James says that good leaders do not view businesses as battlefields and they do not make the competition the enemy.  They take on their competitors through diversity, building great teams, and forming partnerships.  Secret 16 reminds leaders of a very important point, we manage people not numbers.  Secret 17 offers some great insights on how to make criticism effective and not defective. 
Part IV (Secret 22-28) shares some great thoughts on managing ones self.  I found Secret 23 to be very helpful.  All of us look to create more time.  We are busy and time is a valuable asset.  James offers some great ideas on how to create time. Read Part IV!
Part V (Secrets 29-35) is very important because it shares some ideas on how to better communicate.  I found James "5 Rules for Business Communications" in Secret 29 to be right on target and very helpful.  Secret 33 is another nugget.  All leaders speak to audiences and James speaks to how "to work the room" to be a more effective communicator.
Part VI (Secret 36-42) shares some very important ideas if you find yourself trying to manage an emergency.
Finally, in Part VII (Secret 43-49) we are exposed to "How to Cope with Evils."  This is a MUST READ and covers everything from dealing with dirty office politics, coping with management fads, spotting lies, identifying bogus statistics, when its OK to lie to your boss and how to safely be a whistle blower.  Secret 44 and the part on management by consensus really got my attention.  After my 50 years in the business world, most leading large organizations,  I would say from experience that managing by consensus is a huge mistake.  Too often I found that management by consensus meant management by everyone and that never worked for me!  At some point on some things, someone has to decide.  As James tells us, consensus normally does not deal with tough issues so we wind up on soft issues and usually remaining at status quo.  Secret 48 "The 7 Times It Is OK to Lie to Your Boss" is quite humorous.  I would have said it is NEVER OK to lie to your boss but James offers some very interesting insights.  But when all is said and done, I am only partially convinced.
In conclusion, this is a very good and interesting book.  It grabs your attention and holds it.  There are many great insights!  But I would never have call these 49 Secrets.  To me they are more management TIPS that are seldom and often poorly used. Doug Newberry Antioch, Tn.

Now, I really enjoyed this book.  Even though the title starts off with the word "Business" most of the content could apply to personal life, not just professionally.  This book is something I would definitely share with my 2 young adult children as they are relatively new in the business world & hopefully would welcome the advice it contains.  The author made it easy to read, yet didn't dumb it down. Terri Bryant, Davie

I'm a business book junkie and I believe they all have good and effective strategies to use in order to succeed in business.  But this one, "Business without the Bullsh*t" is a treasure trove of "how to" address everyday challenges in the workplace.  The "secrets" are presented in a very simple and easily understood manner.  As a result, the reader can apply them right away in their work environment confident that he/she will succeed. I especially enjoyed the section on "The Twelve Types of Bosses". I constantly found myself identifying with one of the types of bosses that the author mentioned and wishing I had had this book to refer to. This is definitely a book you want to keep at arms length and make a point of reviewing every week if your goal is to genuinely succeed in business. Alex R. Camacho, Miami

Business without the bullshit. Does that exist?  And can one get ahead in today’s work world without both perpetrating and learning to accept a healthy dose of bullshit?  It’s a great name for a book and immediately sparked my interest. Finally, a guy that tells it like it is, no holds barred. 
I tend to skip the introduction in most books. I usually find that the author talks a lot but doesn’t really say anything of value.  This time, I did read the introduction and I’m glad I did, because I actually found it to contain the most insightful statements of the book.  The premises of Everyone Is a Freelancer, You Are Your Boss and You Must Sell Yourself, pretty much encapsulate the thinking you must have and the actions you need to take in order to get ahead in today’s work climate. James nails it right from the beginning when he says you have to realize that the days of Company loyalty in return for all your hard work and an expectation of job security are long gone. We are all really just commodities now.  If a Company can find someone to do it cheaper, that’s probably the way they are going to go, even if the quality of the work is lower. 
According to James, the only way to make it through is to always consider yourself as a freelancer and to act accordingly.  You have to constantly be selling and reselling yourself and your services to Management in order to reinforce your value in hopes of being deemed irreplaceable.  At the same time, you need to always be on the lookout for new and better opportunities, keeping your options open and your resume updated so that you are ready to go at a moment’s notice.  Much in the same way Management would drop you without a moment’s hesitation.  He also says you must re-think how you see your boss.  Don’t think of your boss as managing you.  You need wake up and do your own managing.  You have to be managing yourself, your boss, your coworkers and the direction of your own career all at the same time.  You really are your own boss and there is not a moment to rest.  You must be constantly taking action that will “serve your greater purpose”.
I think that pretty much sums up a lot of the book.  Throughout the chapters, James presents scenarios, ideas, tips and tricks.  To be honest, I found much of what he said to be common sense and it wasn’t anything I hadn’t heard before. It was easy enough reading and amiable in its way.  But it also got me thinking something else. Isn’t putting forth whole sets of ideas that most people would just consider the common sense thing to do and a re-hashing of all the same things you’ve read and heard before over and over again its own form of bullshit?  I think so. And that realization turned me off from the book for a bit.
That being said, I did find some of the ideas in the section about managing your boss area to be valuable. James got me thinking about a boss and the relationship to the employee in a much different way than I had before. He says that instead of thinking of the person in that role as a Boss, think of him as someone who is providing you with a service. Some examples he gives are that your Boss gets you resources you need to get the job done, help to solve interdepartmental issues and works to secure money to get you a raise.  That makes me think of a boss in much more user friendly terms. It’s also nice to think of my boss as servicing me instead of my being the one to provide all the services while he reaps all the benefits. 
James talks about the twelve types of bosses which are differentiated by the boss’s motivations in his own career.  By correctly identifying your boss’s type and shaping your approach to him accordingly, you will make your relationship a much more effective and less contentious one.  By helping your boss get to where he wants to go, you are paving the road that will help you get you where you want to go.
He also talks thinking about the Boss not only as someone who has the power to influence what happens to you but as a regular person who, like most people, cares about the opinions of others.  He says that you should actively cultivate your boss’s peers into your own social network. These are the people who your boss listens to and whose opinions he values. Those are the people who affect his own opinions and ultimately, his opinion of you.  If those people like you and see your value and want you around, that message will make its way back to your boss and he will be influenced to like and want you around too.
So, do I recommend the book?  There were only a couple of sections that I thought were really great.  But when I think about it, both of those areas were strong enough and insightful and valuable enough to cause me to re-shape my thinking. That in itself is the highest level of praise. Rivka Kaminetzky

This was an enjoyable book and an easy read.  Geoffrey James lists 49 of what he calls ‘secrets and shortcuts’ you need to know in business,  many of which are just plain common sense.  The format makes it easy for you to search for an topic that might be troubling you, and at the end of each section he recaps his ideas, driving home the important points.
I particularly liked the section of how to communicate and more particularly ‘how to write a compelling email’.  That little secret alone should be mandatory for all incoming employees.  It’s almost like teaching a student how to write a thesis.  In this day of instant communication an effective email is a must. 
For anyone looking for a job, a must read is the section on not only how to get the job interview, but how to ace it. 
All in all, these concise little common sense tips should make life a little bit easier in the world of business if not in your private life as well. Emily Gilday

This is a book I really enjoyed. It cuts to the chase in many areas that are useful for business and for human interactions in general. Dealing with your boss may not be very different than dealing with your wife, after all.
Another good thing about the book is that you can read every paragraph from the perspective of being a boss or being an employee and you extract slightly different perspectives, both useful. At the end of each chapter there is a bulleted key points list that is not very useful if you don't read the chapter first, but very much if you have done so.
I'd like to point out a couple of chapters that stand on their own for brevity and clarity: Chapter 34, how to negotiate an agreement, is a 5 page excellent summary on the topic, and if you don't have time to read entire books dedicated to the topic (getting to yes probably the best one) this little gem will start you on the right track. How to have enough time, (Ch. 23) is also very useful for its simplicity and content.
In summary, many good lines of solid advice can be found in this book. Entertaining, to the point and highly recommendable. No BS here. Miguel Cobas, Miami

 What a fun, entertaining romp about the truth and lies about business as usual.
This little book had many pearls and pointers that should guide any office worker from the neophyte to the senior management.
Mandatory reading for new hires and survivalists in any office environment. Marv Stein, Coral Springs

I think the subtitle (49 Secrets and Shortcuts You Need to Know) says it all, and I only wish I had this book, or a good mentor, many years ago.  As it is, I’ll definitely pass this copy on to family and friends, so maybe they’ll have less trials and tribulations at work.
The book is separated into 7 “parts” – how to manage your boss, your coworkers, your employees, and yourself; and how to  communicate, handle emergencies, and cope with evil.  (What?? EVIL in the office?? Boy, was I naïve back then…) The “secrets” are short, and are summarized at the end of the topic.  Most of all, this is a commonsense book for surviving not only in the workplace, but in life. Betty G Hubschman, Whitsett, North Carolina

I like that this book is written in seven parts and is designed to jump in right wherever you need advice most.
The parts are:
1) How to manage your boss
2) How to manage your coworkers
3) How to manage your employees
4) How to manage yourself
5) How to communicate
6) How to handle emergencies
7) How to cope with evil
In each section, James identifies secrets and shortcuts you may use to get ahead of whoever your competition happens to be or if you want to help others make it in the world of work.
I liked the twelve management styles in the first section and I think it set the tone for the easy read of the rest of the book.
I read each section as they were presented and found that I really did not need to.  Did not have to remember what the previous sections stated before reading any of the other sections.  I did keep in mind the first two parts on Managing your boss and coworkers though.  This to me is a big part of who I deal with on a daily basis.  I can keep the customer happy just by answering their questions, but, if I am not careful with my co-workers, my work life could be difficult.
The  “Five Rules for Business Communication” part I liked.  We are told why it is important to be clear about the specific reason for communication. Mr. James states it’s critical to know the preferred medium of the person to whom the communication is directed, whether that’s face-to-face, phone, or email. Messages must to be short and to the point, while being absent of buzzwords and jargon.  How true!!
The entire work covers many points one can put to use on the spot: job interviews; office politics; layoffs; stress; rejection; failure; and what to do if you screw up are only a few.
This is a "Perfect" read for someone just out of college and perhaps should be a daily or weekly reader. Forrest Carper

While I might call bullsh*t on Geoffrey James designating the tactics and techniques in this book "secrets", Business Without the Bullsh*t is a practical business read full of useful thinking points for both managers and employees.
The seven parts of the book are divided into helpful categories that allow either a quick read cover to cover, or an engaging reference for particular circumstances.  I actually printed the "How to Keep Your Boss Happy" Secret and gave it to two young employees to show them that what I kept telling them about how to advance their careers and keep me from going off the deep end was not complete balderdash.  This information is, at times, full of buzzwords and banality.  Regardless, as a manager, it is important to reflect on the topics presented on a constant basis, to ensure the business is running effectively, efficiently, and effortlessly.  Clichés are clichés for a reason.
Whether it be handling an emergency, considering the next hire, or communicating with the younger generation of workers, the fact that Business Without the Bullsh*t made me think, gave me ideas, and assisted with potential solutions makes it a book that will stay on my shelf. Scott Rembold, Coral Gables

Business Without the Bullshit is simplistic approach to business with not much substance and relevance to today's approach to business. Low rating at best. Ron Groce

This is a wonderfully titled book of simple and mostly obvious concepts, some of which bear reminding. However this book is flawed. The good news is however you can search for what is relevant to you in a clear table of contents and read those portions and get something out of this book.
The book is organized in an efficient manner and chapters are called “secrets” and they are short. They are so short one has to wonder why a shortcut appears at the end of every secret because at a certain point I found myself just reading the shortcuts. And I can tell you exactly at what point in the book that happened.
Secret 12 is titled how to handle corporate lawyers and this is where I began to lose interest in the message and had to wonder exactly what provoked such a biased almost irrational diatribe from the author. The author clearly believes attorneys are deal breakers and it is almost always best to leave lawyers out of the process and if you must use an attorney then you must also minimize their “legal gibberish”. And you are warned to never rush an attorney’s work or you will be punished. I believe conversely a good lawyer can be a deal maker and add value as a creative and effective problem solver. That has been my experience.
The author became less credible to me as a source of helpful information. I may not have agreed with every point prior however I did think most of the secrets had merit and were worthy reminders to focus, prioritize, communicate effectively, do what you say you will do, be respectful and so on. However I discovered the simple approach is too simple and leaves out too much.
The author makes a point of the importance of making decisions and moving on. But nowhere does he share the insight that when you’ve made a mistake with a decision, own it and fix it. That has been my experience.
With regard to meetings the author suggests they are generally a waste of time and writes if you don't want to attend a meeting "create an excuse that's plausible but not insulting." I find meetings to be important as they provide the benefit of collaborating face to face with others to share, create, prioritize and improve upon singular ideas. That has been my experience.
Above are a few examples of what I did not like in this book. I did like the organization and some of the tactics and techniques presented. My favorite shortcut is “expect something wonderful to happen every day.” This book is full of some good secrets but in my opinion important secrets are missing, the shortcuts should be at the end as a recap and some secrets are simply flawed. Lynn Wiener
The book is full of great advice, here are some of my favorites :
You can catch stress from others! Called mirror neurons, so stay away from stressed people, who seem to be every where in today's business world.
Common Boss lies " We are one big happy family".
The book also offers some great tips, I found this one" the most difficult part of time management is not changing the things you do, it is having the courage and discipline to track what you are actually doing", knowledge is power.
Your resume according to the book is useful for 2 things, positioning for a new job or strengthening your ability to do your current job.
You must create yourself as a brand in today's world. Your photo is your brand logo, brand image is your literacy and your social networking is your media.
I found this to be a great book for all business levels from interns to CEO's and I recommend it for any one in business, no matter what type.
Get the job done and cut out the BS!
Thumbs up on this one! Cynergy Egbert
What an eye opening read…
The book title and tag line led me to believe the book would focus on building a business.  What I found inside was a well written guide to surviving the evolving changes in today's workplace.
Over the past 20-30 years business has changed.  The employee/employer relationship is not expected to last for a decade, let alone a career.  Continuous change is the norm.  How has corporate management and the workforce adjusted?  If  you don't understand this, either as a manager or employee, you may become extinct.
In this book, author Geoffrey James guides you through today's changing workplace.  Each chapter includes the key take always at the end to use as reference when needed.
Business without the bullshit is your guide to managing and surviving today's workplace environment.  From intern to seasoned manager, everyone will find insights to building better interactions in their workplace.
I strongly recommend this book for  anyone looking to elevate their careers. John Phillips

This book is not only  well written  but it is also  full of insights and  applicable suggestions. It is an excellent reference book to keep and review  periodically.  I enjoyed reading it and discussing some of the suggestions with coworkers and friends.  The only disappointment when reading the book was that I wished the author would had  included more about the actual research and interviews done  preceding the publication of the book.  As the author indicated that his book is the culmination of many years or research and interviews with “hundreds of executives”. However,  I still consider this book one of the most valuable business books written in the last 10 years. Pilar Somoza, North Bay Village

Geoffrey James authors and shares business insights through one of the most popular blogs and widely followed Twitter feeds available. Through these outlets, James offers countless suggestions and recommendations on how to become more effective, efficient and successful in the business industry. Theses publications have served as the catalyst for the development of this book. In this book James offers 49 secrets divided into 7 general subject areas. Each of the subject areas as well as the secrets may be read in any order as determined by the reader. This format makes the book useful as a reference guide for managers when faced with specific situations as well as a primer for anyone working in a business environment.
The section on How To Communicate was of exceptional value as it provided 7 secrets that could be of value to managers of any level of experience. In general, this section, as well as the entire book, encourages and identifies ways for business managers to “streamline” (minimize Bullsh*t) in all facets of work. James feels the streamlining will improve the business environment by eliminating the things that “Bog Down” the process. While I can support the need to streamline all business practices and quite frankly to eliminate the BullSh*t, the book at times is too rigid in it positions. It can not be forgotten that successful management is an art and the skillful manager will know when to dramatically streamline a process or communication and when not too. A manager with limited experience may not be able to ascertain the appropriate times it is appropriate to implement these suggestions and when not to. If a newly named manager sends a too blunt or simplistic email (i.e. We need to Hire Richard as editor.), it may not be well received by upper management. It is also important for managers to recognize the preferred skills and methods of their boss and/or organization. As James suggests in section 1, Secret number 2, How to keep your Boss Happy – Communicate Clearly. Clearly should be by the boss’s definition!
Despite these concern, I found the book to be an enjoyable and informative read and would not have any reservation recommending it to other, although I would also offer my own warning regarding the blanket use of all of its secrets without first examining the current work environment.  Andy Gillentine

This book was one of those books you pick up and before you know it it’s done!
It was a great book! It is perfect for anyone who is starting a new business, or role.
The insightful no nonsense secrets and shortcuts are easy reading and readily applicable to daily business. My favorite was #23 How to have enough time.
It seems there is no shortage of time management gurus but Mr. James does a nice job of keeping it simple and concise
A great read—Highly recommended. Chip Moody Jr.

I really enjoyed this book and will be rereading it again to ensure I retain all the teachings.  The book certainly lives up to it's title.  Geoffey James does a great job of providing the readers with proven techniques to accelerate your business success.  He sheds light on how to best deal with bosses and manage employees while also giving you insights on how to effectively communicate ideas.  There's over 40 different secrets and techniques, it's tough to pick my favorites.  I found every chapter even more interesting than the previous one.  james' humor and writing style kept me hooked from page one.  Enjoy the read! David Mesas

I highly recommend Business Without the Bullsh*t to anyone in the working world or those that might join us one day (which means YOU unless you are one of the lucky few whose great  great grandfather invented plastic or something). It is chock full of practical tips that can assist you with dealing with real world situations at working, regardless if you are a Chief or an Indian. The best part is that he cuts out all of the fluff that other books have and gets right to the point.
While the book is laid out in a manner that allows you to jump around and read the sections that look like they apply the most to your situation, and not every topic is going to apply to you on a regular basis, since it is a quick read, I would make a point of reading it cover to cover. I realize that every topic doesn't apply everyday (#5 "How to ask for a raise") but once you finish, I'd keep it handy open it up at least once a week and randomly select one of the 49 topics and read it again. I've done this for the last couple of weeks and you'd be amazed at the fresh outlook you'll get, not only with what you are dealing with today but also what pops up three days from now.  Mike Ewart, Miami Lakes

The concepts presented in the book give the reader a better grasp of how to manage oneself and others in order to grow for the long term.  Treating your current Boss more of a “client” is more relevant today as more challenges and opportunities give people more freedom to move in the corporate world.  Constant learning and keeping your emotions in check are important as well.  I found this book a useful tool in helping people get more from their own work and time spent in reaching individual goals. Peter Kihn, Sterling Heights MI

The book states it has 49 secrets and shortcuts you need to know.  That is absolutely correct! This is a great book for high school and college students getting ready to find employment as well as any employee that wants to make a difference at their current and future job’s. The short chapters make each section easy to read and does not bullsh*t around getting right to the point without wasting any valuable time.
Geoffrey James discusses all the important areas that will help employees become successful in today’s business environment.Trisha Molina

Great concept for a book – loved the organization that allows you to zero in on various areas of specific interest!  Not really a ‘how to run a business book’, but actually a valuable reference for employees who might not have access to a mentor for guidance on office politics or issues.  Would be a nice gift for a high school or college graduate landing their first job.  Nicely done Geoffrey James! Doramary Russell, Coral Springs

The book by author Geoffrey James is a handy reference guide to various business situations relating to communications, people, execution and strategy for advancement.
The book is easy to read and contains at a glance shortcuts of the discussion for each chapter.  As with any book that attempts to provide advice on almost 50 situations some of the subjects are not very comprehensive such as dealing with a egotistical boss who believes that being a bully is an effective way to manage.  On the other hand the chapter on writing effective e-mails was well done…as we all receive hundreds of emails a day those that show some thought  in the subject line will stand out and in my experience also clarifies the content of the mail….too many people who are rushed put out stream of consciousness emails that fail to move the discussion to  a decision making point.
A number of chapters provide advice that if you do not like the job for various reasons the exit strategy should be formulated.  While this strategy works for younger employees who are in large enough cities where there are a number of job choices my experience is that people who do not work in large urban areas are often at  very good company that limits the ability to move….more detail about surviving in these environments would be helpful. 
Another helpful chapter deals with stress and there is some good advice about trying to avoid multitasking as a perpetual state of activity.  Stated another way while deadlines are important the quality of the work is also important…balancing these two are an essential part of advancing within an organization.
Priced at $27.00 this book of 49 ideas is certainly worth the investment. Walter Stanton

Now, I really enjoyed this book.  Even though the title starts off with the word "Business" most of the content could apply to personal life, not just professionally.  This book is something I would definitely share with my 2 young adult children as they are relatively new in the business world & hopefully would welcome the advice it contains.  The author made it easy to read, yet didn't dumb it down. Terri Bryant, Davie



Thursday, August 7, 2014

BUSINESS WITHOUT THE BULLSH*T: 49 Secrets and Shortcuts You Need to Know. Geoffrey James. Business Plus.

As columnist for the award-winning "Sales Source" blog on, James has distilled blunt secrets from the hundreds of successful executives and entrepreneurs he has interviewed over the years. BUSINESS WITHOUT THE BULLSH*T provides quick and dirty solutions that cut straight through all the BS of office policies, procedures, and politics.

Here's the author's website.



Sunday, July 13, 2014

Short book, short review.

When I wrote a weekly biz books column for the Miami Herald, I imposed a few limitations, which I communicated to publishers, publicists and authors. Among them, “No parables,” after I’d covered “Who Moved My Cheese,” a popular but obvious tale about the perils of resisting change.

Fables and parables seemed like lazy and contrived ways to teach a lesson. And they were multiplying like vermin. Far too many to take seriously, I decided. Surely there are plenty of real-world examples available.


Indeed! Kevin Allen provides a great one here. His account is a perfect illustration of the most important qualities and behaviors required for leadership, based on his own experience managing a diverse team at NYC's JFK Airport. The brief tale is clearly conveyed and a pleasure to read.

That’s the first 14 pages of this 60-page book. The rest of it is ok, but laden with less compelling nuggets, formulas, quotes and the like. With respect to Mr. Case, it’s not needed. Very little of it seems new, fresh or revelatory. It’s not, by any means, horrible, though a real letdown after that first great part.

But if you want to read a terrific, telling and true tale that teaches, consider the lesson provided by The Case of the Missing Cutlery. The remainder of the book is entirely optional.



Tuesday, June 10, 2014

Easy to read and understand!  I really enjoyed this book, starting with the opening story of his early management trial.   He presents very practical insight into group dynamics, group management and problem solving.
I attended many "Leadership Courses" while in the military and this book puts everything we spent months going over into a nice concise, straight to the point  book.  The real life examples Mr. Allen uses are great!!  He gives us the leadership skills a person needs to be aware of intermingled with concrete examples and practical exercises.  
His writing style gives confidence and his identification of the "Gang of Four" is so right.
I feel this book is a good read for anyone interested in business management, sociology or psychology and would find this book enjoyable, practical and useful.  This is especially true for those new graduates of our business schools and military leadership courses who have a lot of theory but little in the way of tools to lead.
If a person takes the time to ponder the relevance of their own experience and apply his insights that person will have a starting point in their own development as a leader. Forrest Carper

It’s a very short book that could be even shorter.  I found it to be very repetitive as Allen continually reminds us of his successful “Priceless” ad campaign with Master Card, and how his likable personality made him a successful leader.   As for solving …”the case of the missing cutlery”, it seems to me it didn’t take any genius to go to the commissary and observe what was going on to quickly solve that mystery.  Then in lieu of a reprimand you enlist the guilty to trying to figure out a remedy.
The so called 'leadership lessons’ are just basic common sense examples of how you can accomplish more with honey, etc.  To take five chapters to deal with the cutlery case is an example of trying to stretch out a thesis lacking in actual worth.  I didn’t like the book at all and felt as though I was reading a grade school primer. Emily Gilday

Great book, short and precise and buoyant!
I was lucky and started right from college into management, but reading this book I see so many mistakes I made, not realizing how to deal with people I managed, I only focused on getting the job done.
Using these techniques would have made my life a lot easier!
I hope all future managers read this book and respect those they manage as people, rather than just getting the job done.
I am hoping to get back into the workforce, although with the economy it is tough.
This book has also helped me revise my resume and I give it a "thumbs up"! Cynergy

I have read and found Kevin Allen's book, The Case of the Missing Cutlery very interesting.  And since Kevin spent  many of his professional career years at Marriott, my favorite hotel chain, I was into the book as soon as I received it.  As you know it is a small book and a very easy quick read.  I spent the first 38 years of a 50 year career in the business world being at the top of a very large organization.  So I have experienced many time what Kevin presents in his "Case."  All too often people who may be well intention just keep doing what seems right but is costly and wrong.  They fail to come up with the right decision.  I like this idea of going undercover.  I know many times as I slipped into spots where I was not usually seen in my organizations I witnessed many things that may have felt right but were not.  And as Kevin found, they are clearly not in the best interest of our customers/clients.
Since I traveled extensively for many years I spent lots of time in airports, on planes and in hotels so I started extensive reading and for over 45 years read more than 100 books a year.  I have read extensively and am a student of leadership so much of my reading was on leadership.  One thing novel about Kevin's book is the use of the term buoyancy.  And Kevin uses it to remind us of the absolute need to adjust, sometimes start over and sometimes entirely scrap the way we do things in an effort to do what is both right and better.
I would recommend this book to all leaders.  You just can't go wrong reading material that is right on target and can be read quickly. Doug Newberry

The Case of the Missing Cutlery is a short simple book that pushes the doctrine that effective leadership and problem solving involves more than a scientific approach. The team leader or manager must relate to his members by listening, learning, trusting and most importantly empathizing in order to engender mutual respect and cooperation.
This message resonates the same in all industries and organizations.
Truly if people learned how to respect trust and be honest with each other what a better world we would live in. Marvin Stein, Coral Springs

Short.  Easy to read.  Informative.  Great resource.  A must read for all new and experienced leaders who want to lead others and succeed in today's global business environment.  The principals Kevin introduces are easily relatable and can be successfully applied to any situation that involves people and goals.  This is a book that you definitely want to keep at "arms length". Alex Camacho

I felt the book was short & sweet.  It almost felt like I was reading the Cliff’s Notes version of the actual book, as the author managed to cut to the chase & get right down to the good stuff.  Important reading for a novice in the business industry or anyone that wants to brush up on their leadership skills. Terri Bryant Davie, FL

I kind of liked the idea behind The Case of the Missing Cutlery. When a book promotes itself as a Leadership Course for the Rising Star as written by a successful tycoon, you expect you'll get an anecdotal review of situational learning which is how this little(60pages) work starts out.  In this "case" however the old adage Good things come is Small Packages, applies.

Despite the glitch vocabulary like:  we'll catalyse your organization to achieve balance through organizational analysis and reach flow;  there are some good behavioral lessons being promoted by this interesting 'I learned from experience" guru.

According to Allen, it is all about a way of thinking, and his application of the lessons which others have developed more fully(like Daniel Pink maybe) to mobilize intrinsic motivation in the practical situations, for the good of people rather the extrinsic, rapidly becoming archaic rules from business standards.
   The take-away from this story is not original though: when faced with a crisis - Take Action collectively
1. Acknowledge a problem
2. Consider possibilities
3. Target the cause
4.  Inspire confidence
5. Organize the right team
6. Nominate a catalyst to drive through to a successful conclusion

The people that you inspire, who believe in your shared values, create the conditions of buoyancy that sustain the solutions long enough to reach sustainability. This reaches beyond extrinsic motivators of the carrot and stick approach.  Have we heard this before?  its oft repeated. The presentation of this message is the same, despite a curious promotional twist, that seems like a add campaign, at

But he saves the best for last.  Don't miss the virtual connections that  Kevin Allen creates to get the management lessons he's learned across.  Yes, it saved the book; you can log into a game simulation to practice these applications - a Game Theory final for the course.  Take  a look, its an original that justifies the cost of the printing. Jim Swaner  Miami Shores

The book is more of an introduction since the topics are simple  originate from complex hospitality business scenarios. may provide the missing sections of this small, short, brief read which  is similar to a text blog with a bit of artist description.  The topics include the change from a dictatorship economy to demand economy.   Also, qualities such as listening, learning, challenges and readiness fall under the new title of this book  The Short Case of  the Buoyant Leader. William Murtada

This book is an effective leaders guide to leadership. A light and easy read will propel its reader from simply a person in leadership to a motivated and effective leader. This should be a mandatory read for all MBA students. Deidre Campbell

The case of the missing cutlery is a book  written in a style of storytelling which is unique to most leadership books that are published.  This style  makes the book easy to read and enjoyable. The concept of leadership is expressed  in the book  in a clear and precise way, however I found it somewhat superficial.  Human behavior is very complex and interactions between individuals and situations makes it almost impossible to make predictions of what works with certainty.  Plenty has been said and written about effective leadership and  just like diets, there is no  one single good answer. The book shows the importance  of making  genuine connections with employees. It  also exemplifies the value of establishing a trusting relationship between leaders and followers. Pilar Somoza
Great book – fast read. Wish my previous bosses had read this lexicon on leadership!  Love the clear demonstration of how to achieve buy-in and drive productivity, solve problems and improve job satisfaction, from executive suite down to the factory floor trenches.  Pass this one along to everyone who works with others!
Doramary Russell Coral Springs



Sunday, April 6, 2014

The Case of the Missing Cutlery: A Leadership Course for the Rising Star. Kevin Allen.

From The Publisher
Kevin Allen, author of the Wall Street Journal best-selling The Hidden Agenda: A Proven Way to Win Business and Create a Following, is back, with a fabulously entertaining (and true) tale of a newly minted leader made buoyant during The Case of the Missing Cutlery: A Leadership Course for the Rising Star. As a young manager at an airline catering facility, Kevin had to find out why silverware was disappearing at a rapid clip. The route to solving this mystery of The Case of the Missing Cutlery results in Kevin learning to rise to the occasion, to become a leader who inspires followers and is able to rely on their hard work and support. For those who might find reading about leadership success at the Fortune 50 level inspiring but too far removed from their experience, the author offers up this down-to-earth story of an everyday employee turned rising star. The Case of the Missing Cutlery also provides exercises and further examples to bring the leadership messages home.

About the Author
Kevin Allen is Founder & Chairman of employee engagement company Planet Jockey, which specializes in gamified learning and collaborative mentorship platforms, and re:kap, a business transformation company which counts Burberry, Smythson, Swedbank and Verizon among its global clients. He is recognized as one of the world’s most accomplished growth professionals.

With decades at the top of advertising giants McCann-WorldGroup, the Interpublic Group and Lowe and Partners Worldwide, Kevin worked with such brands as MasterCard — developing the globally famous “Priceless” campaign — Microsoft, Marriott, Smith Barney, Nestle, L’Oreal, Lufthansa and Johnson & Johnson, and was an early part of Rudy Giuliani’s team that prepared the way for the successful Mayoral election and turnaround strategies for the City of New York.

An academy instructor at the Cannes Lions International Festival of Creativity and Eurobest Festival, and a visiting lecturer at the Columbia University Graduate School of Business and the European Business School at Regents College London, Kevin is a featured speaker at companies like Google, Microsoft and has appeared on BBC.

Read an excerpt here.

His website is here
And an excerpt from the website follows below ...

  1. To provide a proven treatise on the concepts of contemporary leadership you can apply right away.
  2. To outfit you with implementable practical methods and tools to use in your leadership journey.
  3. To structure a "course" with task and applications you and others can apply in context of your practical working environment.
  4. To equip you with a in the minute reference guide you can refer to when you confront new and challenging leadership situations.
Want to review this book? It's free! Please send your name and U.S. terrestrial mailing address here.


Review: Unlimited Sales Success

Sunday, February 16, 2014

Review by Richard Pachter

Unlimited Sales Success by Brian Tracy. Amacom Books. 272 pages.

If you wanted to learn how to ride a bicycle, could you do so by reading a book? How about watching a video or listening to an audio program?
Of course not, yet sales books always seem to be popular, with new ones appearing with startling regularity.
One of my longtime favorites is Soft Selling In A Hard World by Jerry Vass.
I read it upon my boss’ recommendation several lifetimes ago. Its consultative approach immediately appealed to me. But as many times as I studied and performed the recommended exercises, it wasn’t until I started making actual sales calls that it became real for me.
Fortunately, this is implicit in most sales books; far from providing a rote formulas or recipes, the best of them offer a strong framework and rich toolbox of tactics to apply to a variety sales strategies. But until you’re actually trying to apply the lessons in a real and usually unpredictable setting, it’s just a lot of dreams and theory.

This book is no different in that respect. But it distinguishes itself from the pack by Tracy (abetted by his son). Their writing is sharp and clear, and very relatable. The style is personal and the persona is quite personable.
Brian Tracy’s written tons of books on sales, marketing, presentation and more. He occasionally recycles stories (like the one recalled herein about finding an effective sales close, and then refusing to do callbacks), but he’s an authoritative and experienced guy, and this book is a superb summary of his ideas and principles.
Is it a substitute for experience? Of course not. But before you get on your bicycle — or shortly after you begin peddling — it’s valuable to know how to navigate down this difficult path.

Here’s an excerpt: “When I began my sales career, I knew nothing of the skills and techniques you are about to learn. I did not graduate from high school. I worked at laboring jobs for several years. When I could no longer find a laboring job, in desperation, I got into straight commission sales, cold-calling one office after another in the daytime and houses and apartments in the evenings.
I got the three-part sales training program that is common worldwide: ‘Here are your cards, here are your brochures, there’s the door.’
If I didn’t sell, I didn’t eat. I got up every morning at six and was waiting in the parking lot when people came to work at eight o’clock. My sales results were terrible. I was making just enough sales to eat and to pay for a small room in a boardinghouse. I had holes in my shoes, empty pockets, and no future.
A Life-Changing Event
Then I did something that changed my life. I went to the top salesman in our office, a man a few years older than me who was selling ten times as much as anyone else. And he wasn’t even working very hard! He always had a pocketful of money. He went to nice restaurants and nightclubs. He drove a new car and lived in a beautiful apartment.
I took a deep breath and went up to him and asked him outright, “What are you doing differently? How is it that you are making so many more sales than me, or anyone else?” He looked at me with surprise and then said, ‘Well, if you want some help, show me your sales presentation and I will critique it for you.’
Now, I admitted that I had heard there was such a thing as a ‘sales presentation.’ But it was like the far side of the moon, something I had never actually seen in reality. I told the top salesman that when I called on customers, I simply said whatever fell out of my mouth.
He said, ‘No. No. No. Selling is a profession. It is both a science and an art. It follows a logical, orderly process from the first step through to the closing of the sale and the satisfied customer. Let me give you an example of a sales presentation.’
He then sat me down and asked me questions, commenting as he went along, exactly as if I were a prospective customer for our product. Instead of talking continually, as I did when I got in front of a prospect, he asked questions in a logical sequence, leading from the general to the particular, from qualifying me as a prospect through to closing the sale. It was different from anything I had ever experienced.
From that day forward, instead of talking continually, I asked better questions of my potential customers and listened closely to their answers. And my customers reacted to me differently. And I started to make sales, and then more and more sales. I began reading books on selling and listening to audio programs. I began attending every sales seminar I could find. And each time I learned and applied something new, my sales went up, and up, and up. Within a year, I was earning ten times as much income. My whole life changed forever.“



Thursday, February 6, 2014

Planet Entrepreneur: The World Entrepreneurship Forum's Guide to Business Success Around the World by Steven D. Strauss

Strauss makes the hypothesis that we are living in the age of entrepreneurial solutions and that we need those solutions not just to create the Next Big Thing, but to solve the Next Big Problem!
Strauss asserts that both old and new problems and challenges are being faced by the "global revolution of entrepreneurs and entrepreneurship."
And Stauss makes it clear no matter what we may think, we are all living on Planet Entrepreneur.
Chapter 1 emphasizes the tremendous change going on.  It is big change, transformational change.  Humanity has to adopt, adapt, and adjust to move forward.  The author says we have only two choices: utopia or oblivion.  We must count on our entrepreneurs who will seize the opportunities and challenges to solve huge problems.
Chapter 2 tells us we are in a technological revolution and entrepreneurs are seizing on that opportunity.  People are internet-driven and socially connected.  This technology allows entrepreneurs to find ways to make us smarter, wealthier and more connected.
Chapter 3  defines entrepreneurs as truly global adventurers.  And they come from anywhere, not just Silicon Valley. These entrepreneurs are loaded with vision and can see needs way before the rest of us know we have them.
Chapter 4 says business is an agent of change.  And change we must because we cannot continue as we are.  We must grasp and pursue the concept of sustainable development in all that we do.
Chapter 5 says that social entrepreneurs have come onto the scene and have a burning desire to make a positive social impact.  What we need is radical change and our social entrepreneurs are all over it.
Chapter 6 strongly states that we must empower women and minorities in this adventure of social entrepreneurship.  We are once again reminded that "all of us are smarter than any one of us."
Chapter 7 says we must find a way to tap the untapped potential that lies at the very base of our population pyramid.  No doubt that propblems at the top and the bottom of the pyramid are different but they all need solutions and that takes every strata of society.
Chapter 8 today we live in an accelerated, interconnected, global e-economy with no street address.  It is noted how China has made a radical turn toward capitalism.  Today it is commonly believed that small business entrepreneus can can help create a better, more peaceful, more affluent world.  We are now seeing "angel investors" pop up who have money to invest and are willing to do so to help grown business.
Chapter 9 in 2009 we had a deep recession and record unemployment but we also had a record number of business startups, highest in 14 years.  We will continue to need sources of investment and what we see are reward-based crowdfunders surfacing.Chapter 10 crowdfunding has taken startup funding to a whole new level.  People make their case, connect and get virtual strangers to invest in their dream. And the social media is the catalyst for all this.
Chapter 11 tells us that we see a huge paradigm shift and we must stress our educational systems to produce the needed entrepreneurs.
Chapter 12 it is noted that we no longer need to change our world through revolution, we must change our world through innovation.  To do that we are now seeing "innovation hubs" pop up all over the world.
Chapter 13 says when you empower people to think and act entrepreneurially within your organization, it is called intraentrepreneurship.  That simple means you allow people to think, dream, act and create.
Chapter 14 reminds us that the entrepreneurial revolution is here to stay.  Our challenge as big and small business is to find out how to be involved.
Chapter 15  by way of conclusion, Strauss says that while there are 28m businesses in the US, 20m are solopreneurs, self-employed. We cannot face the challenges and opportunities without these entrepreneurs! Doug Newberry-Antioch, TN

I enjoyed reading this book.  It was broken down nicely.  Easy to read format while telling the reader everything they needed to know about business and ownership all over the globe.  Also, reminds us that technology is our friend & we should embrace it. Terri Bryant-Davie

Wow. Great book by a think tank of entrepreneurs (well, not exactly but close enough).
It seems like this book covers it all from what is an entrepreneur, intrapeneurship, funding, and role of social media, environment and the list goes on. There is something to interest everyone in this book.
The book planet entrepreneur was relevant, current, interesting, well organized and crafted. It is FULL of REAL information to get you thinking and get you started.
some of the ideas make you want to jump right in however you can't; you need to determine first if you are suited to be an entrepreneur, what type of entrepreneur will you be, what motivates you and then you need to do your diligence. And this is putting it very simply.
This is hard work; there is no easy overnight solution for success as an entrepreneur. You need to focus and be patient and try, try again.
There are many examples of success and failures.
This book really sheds light on the topic; this book is a great resource and provides real world advice and information from a very impressive group of people, each successful in their own segment (and beyond). Each chapter tackles a different topic by different authors.
There are some recurring themes like the personality traits of a successful entrepreneur. But no world view is exactly the same. Really interesting. And leaves room for everyone to be unique and still be a success.
And throughout the book you see in many cases success is not just about financial gains.
Bottom line this book helps you determine do you have what it takes!  Entrepreneurial spirit and desire is not enough. Success requires a real commitment, enthusiasm, fortitude and the proper personality and a sense of humor is always helpful!
One of the most interesting points (and there were many) was that today it is not whether you know how to find information, but whether you know what to do with all the information that is so readily available.
This book gives you lots of information...and now what?! Lynn Wiener-Coconut Grove

I found the approach and organization of this book to be extremely effective.   First, the book is a compilation of individual entrepreneurs writing on separate subjects, surrounding global entrepreneurship.  Many chapters, such as  Chapter 5 on Social Entrepreneurship and the End of Charity not only explained the theoretical aspects but gave case studies of successful projects.
The organization showed different aspects of entrepreneurship: 1) The New World—how the global aspects have changed the nature of entrepreneurship—explores different types such as going green, social entrepreneurship, and empowering women; 3) The Toolkit—which gives examples of successful tools being used such as social media, alternative financing and education; and 4) Joining the Entrepreneurship Revolution—featuring intrapreneurship and  self-employed businesses.
It is an excellent variety of topics that shows different aspects of entrepreneurship on  a global basis.
A new world created through the expansion of technology is explored through distribution and borders (or lack of them), crowdfunding, and new views on subjects like charity (which can be served while developing revenues) brings us into a new view of entrepreneurship which explores different global strategies.
There are so many useful examples of ways the principles in the book have been used that it will broaden your perspective, even if you have an entrepreneurship background.   Extremely valuable information and examples, it is worth reading more than once! Randy B. Lichtman-Miami

Excellent read! Valuable resource for entrepreneurs interested in global opportunities.  I most enjoyed entrepreneurship presented through a social lens,  not only with a focus on creating profits, but also as a tool to improve the lives and conditions of billions of less fortunate who are on the “bottom of the pyramid.”  Such wonderful progress in improving lives thanks to Entrepreneurs. Doramary Russell-Coral Springs

The book is a combination of many authors who form part of the World Entrepreneurship Forum.  There are 14 entrepreneurs whose current and very enlightening strategies can make the reader into a successful entrepreneur.  Topic include mobile phone, internet, poverty-rich and angel investors, emerging marks, youth, micro credit, 7 year cycle & Food Recovery.  The chapter are short but well written and a pleasure to read. William Murtada-Miami

This book is more a how-to and review of what you can do to start a business.
The term entrepreneur is wildly used but really means a person who brings value to some operation. I really would like to see how entrepreneurship is taught. My take is that it's more knowing thyself, being self-confident and also being a good leader.  This is what and might be taught in a class of entrepreneurship.
This book is a compilation of several articles by different people some by the compiler, Stephen D Strauss.  This makes the book a little bit uneven.
However this book is very useful as a source for how to start a business and how to use the Internet particularly for an international setting.
The one thing this book does not do is discuss about what would be the product. Product has to be one that is in high demand and can be sold over the Internet.
A good example is what Steve Jobs did with Apple. He made sure that the product was the hardware and the software, where others went different directions, splitting the hardware and the software.  Jobs was proven right only after about 20 years.  Of course on his return to Apple he did have the computer stores that everybody thought would be unsuccessful he also developed the iPhone and others devices.  He made sure they could all be interconnected and were very use full as smart phones which really are mini- computers.  This is what the competition are working towards today.  Jobs and Apple did have failures - remember the Newton?
There is a chapter on how a government can get involved with encouraging people to start a business, called entrepreneurship,  this was Start-Up Chile.  I had a friend in this program and I think that overall he had a good experience.  However since doing this he has moved to the California area.  This program does sound better then what our  Government is doing.  It seems that our Government is placing bets on products that might succeed in the marketplace. So far there seems to be a great deal of failure.
In summary it is very important to be an entrepreneur to be self-assured of yourself, have patience, be prepared to not succeed and have a product that people will want.  I am not sure how you can teach this as this book tries to do.  Knowledge and perseverance is key along with being a risk taker. Gordon E. Ettie-Miami

This book was very timely for me, as I am in the process of launching my first entrepreneurial business and in every business you have be a salesperson as well as wearing many other hats.  The information provided in the book is very straightforward and for a logical person it is a great way to understand all the necessary steps for unlimited selling.  We all have many tools in our toolbox but usually fall back on our go to tools.  While this is okay, each new tool that we employ in our daily routine becomes a new go to tool and increases our ability to be the best we can at what we do.  Learning gives us confidence and increase our energy around different parts of the sales process that may have us stuck. 
Building trust with a potential customer, Understanding our potential customer's needs, and Understanding what we have to offer will either make you a perfect fit or put you in the position to make a recommendation to your potential customer that may not result in your sale but will increase your customer's trust that you are honest and looking out for them.  Understanding who your customer is and how you serve them, is what differentiates you from others.
If you want to learn simple steps, that are given from the beginning to the end of the book, that will help you in your goals, read this book now!  It is easy to follow and will help you understand how to consciously identify and assist your potential or existing customers. Bari Schanerman-Miami

I LOVED this book!! It takes everything I've long suspected as going on in the world and gives tangible examples in essays written by the members of the World Entrepreneurship Forum, "the first ever entrepreneur think tank." I've always been fascinated by people who can make something out of nothing and have studied entrepreneurs for as long as I can remember.  The essays in this book illustrate how the lack of full time employment, underemployment and the decision of corporations to get by on as few employees as possible has made entrepreneurship a viable alternative.
"Planet Entrepreneur" author Steven Strauss makes readers believe that they, too, can start and successfully run a business:
"Not long ago, and for eons before that, a small business was confined to its local micro geography and economy. But no longer. Today any small business can be a glocal business. This is a fact has not been true for the history of the world, except for the past decade or so. If your business is not taking advantage if it, you are missing out on the biggest change in business, ever. That’s not hyperbole, it's fact."
Not since reading Tim Ferriss' "Four Hour Workweek" have I felt this empowered. Kathy Doran-Miami Beach



 Unlimited Sales Success by Brian Tracy.

I have read all of Brian Tracey's books and like his writing very much.  But I am not a sales professional so I had some apprehension about reading this book and its application to me.  But yesterday as soon as the book arrived in the mail, I picked it up and started reading.  And to my surprise, I quickly learned that many of the principles Tracey shares are applicable to any profession, not just sales. At that point, I could not put the book down.  I will say right up front, that the book was useful to me up to about page 150 and after that Tracey spends time on the "nuts and bolts" of successful selling.  But again the first 150 pages were worth the time and the read.
Let me share, by way of review some of the points I picked out that apply to any and all professions:
We are reminded that the Law of Cause and Effect says that for every effect there is a cause or a series of causes (in every profession).
The Law of Cause and Effect shows us that success is not a matter of luck.
Tracey constantly, throughout the book, reminds us that if we find out what successful people do and do those things we too can be successful.
We learn that as our world changes, we too must change to be successful.
In all professions, it is a reality, that there are more sellers than buyers.  Competition is fierce!
To be, or remain, successful we must be prepared.  We must always do our homework.
Credibility has never been more important.  Credibility comes from trust.
Self-confidence is a vital psychological tool of success.
Tracey quotes a Marine saying, "Adapt! Adjust! Respond!  Good advice for any profession.
We are reminded that no matter how successful one becomes in any profession, they started at the back of the line.  We have to work our way to the front of the line!
We can learn any skill we need to learn in order to achieve any goal we set for ourselves.
Self-esteem is the "reactor core" of your personality that determines your levels of optimism, self-respect and personal pride.
Les Brown says, "if you want to be successful, you've got to be hungry."
Ambition is the fuel in the furnace of achievement.
Anything less than a commitment to excellence is the acceptance of mediocrity.
Your level of ambition and your determination to be the best in your field is the nitroglycerin that causes your potential to explode over time.
Success requires that we overcome the fear of failure which is the single biggest obstacle to success.
Successful people are continuous learners.
The quality of your thinking largely determines the quality of your life.
We make a huge mistake when we think we work for someone else rather than ourselves!
Tracey talks about personal strategic planning as a way to increase our ROE. ROE is return on energy.
Tracey encourages the use of the GOSPA (goals, objectivies, strategies, plans and activities) method of strategic thinking and planning.
In any profession, we need focus and concentration.  Focus means we are clear about what we are trying to accomplish. Concentration means we have a single-minded focus on doing the things that lead to success.
Successful people choose to be around positive people.  They know that negative people can bring you down emotionally.
Tracey quotes Abraham Lincoln, who said, "Always bear in mind that your own resolution to succeed is more important than any other factor."
Top sales people (and I would submit to any profession), are referred to by their clients as friends, adviser, teachers.
Everyone in every profession must have a good reputation. Without that,  NO success!  Your reputation is your key business asset.
Over and over throughout the books, Tracy reminds us of the importance of the skill of asking good questions.
William James has said, "The greatest discovery of my generation is that people can alter their lives by altering their attitudes of mind."
With that I close by saying again, this is a GREAT book for any professional! Doug Newberry-Antioch, Tennessee

I enjoyed reading this book.  It was broken down nicely.  Easy to read format while telling the reader everything they needed to know about business and ownership all over the globe.  Also, reminds us that technology is our friend & we should embrace it. Terri Bryant-Davie

I have had the pleasure of reading, listening to and seeing Brian Tracy in his seminars on sales, personal development and other areas of growth for many years. His work is well researched, practical and has shown proven success in his stories and my own use of his principles.
In some ways, it is a highlights version of his many sales programs including “The Psychology of Selling” (which is summarized in Chapter 1), Advanced Selling Techniques (which is included in several chapters) and others as well.  He sums up the principles well in bullet point form, making it easy to comprehend. 
The book, “Unlimited Sales Success”, is a practical primer in successful sales techniques, one that focuses on the “12 Simple Steps for Selling More than You Ever Thought Possible”.  The consultative selling approach is well explained and they explain the principles in a very easy to understand manner colored with stories from real sales.  The many questions they put in our hands are also very valuable tools.
In sales, going back to the fundamentals from time to time can be very valuable, and this is such a book to help do that. Overall, I found the book to be excellent in achieving its purpose—educating both experienced and new salespeople in how to be very effective in a very structured manner.  I highly recommend it! Randy B. Lichtman-Miami

What an excellent primer for serious sales persons. Every chapter has learning pearls that any one selling products to ideas can benefit from. All throughout "The Wolf of Wall Street" I kept on seeing Brian Tracy's concepts in actual practice. Marvin Stein MD-Coral Springs

I'm a sales professional and also a reader of most of Brian Tracy's books. With that said, I was fairly impressed by the information Brian and Michael put together in this book. Truly gives you a realistic view of what sales readily is today. Many of the old school thinking just doesn't apply anymore. Not only does Tracy tell you what doesn't work, he gives you ideas on what does work and how to go about executing these ideas. We're all in sales whether we like to admit it or not. This book is a must read for those of us who take selling seriously and are looking to take our profession to the next level. David Mesas-Miami

“Unlimited Sales Success” might be a good book for those just starting out on their own, but for those of us who have done some research already on sales and entrepreneurship, this book is really pretty elementary. I can see its usage as an undergraduate textbook in a course on marketing and sales.  There are “Action Exercises” at the end of the chapter, that reinforce and review what was covered in the chapter.
Probably the most relevant chapters for me would be “Time Management for Sales Professionals”  and the epilogue, “Seven Secrets to Success in Selling.” Good tips for sales, and for life management in general! Betty Hubschman-Whitsett, North Carolina

I have been in real estate sales for more than thirty year and have found the new Brian Tracey book to be by far the best book ever on the market, not only for sales but for approaching and dealing with others in every walk of life.  Everyone is in sales from a child first swapping a peanut butter and jelly sandwich in kindergarten to those working at the highest corporate levels.You give and get.  Every page of this book has some useful idea for helping you to move ahead in your career.  Those in public service and employees working in stores and businesses should find that they will have an easier time of assisting those who want to buy or purchase their products if thy follow even a tenth of the messages here..
I especially liked the chapter where Mr. Tracy discusses treating your customer/or client as a doctor would see a patient.... discuss the issue first and determine what the patient feels they need or how they feel, then examine the options, and develop a trusting relationship while determining the plan to accomplish what is needed.
This book is so good and so full of hundreds of positive ideas that I am going to pass it on to my co-workers.  This book is so great  that I feel it is worth reading twice to absorb the details which is exactly what I am going to do. Jeannett Slesnick-Coral Gables

Unlimited Sales Success by Brian and Michael Tracy seems to be the perfect manual
for anyone currently in a sales career, just beginning one, or just thinking about starting one.
It is a well thought out organized masterpiece that treats sales as an art and science
rather than just another job.
The book is written from the experiences of the authors. It focuses on the law of cause and
effect, therefore it makes sense to emulate their examples.
Their tips give logical, inspiring and motivating steps for success.
Unlimited Sales Success is well worth the investment of money and time spent reading it. Margot Byrnes-Miami

Everyone is a salesman.
I am a small business owner.  While my company provides services, not products (in the "widget" sense), I am constantly cajoling my employees that "everyone is a potential client" and that sales and marketing, while not normally considered a high priority is truly a "24/7 job".
Many people in my line of work don't consider themselves as a seller, don't work on their elevator pitch, don't spend time developing prospects.  I think that is a mistake.  While the Brian and Michael Tracy don't open any revolutionary doors in Unlimited Sales Success, the book provides a very nice outline or overview of some of the fundamental principles of selling.  Even if one sells all day for years, a refresher on what is the goal and how you can work to achieve it is always beneficial.
What the book did for me was help me to refocus on some of the simple, yet important elements of selling, presenting, and closing.  Sellers can get lazy off of success, or discouraged by consistent failure.  Regardless, the "12 Simple Steps" allow the reader to reflect on their selling technique by focusing on steps that, while important, are easily overlooked.
Again, Unlimited Sales Success is not bleeding edge sales theory.  It proves, however, that a simple, well-written presentation can often be just the thing to close the deal. Scott D. Rembold-Coral Gables

Brian & Michael Tracy have hit a home run with Unlimited Sales Success.  They make it simple to understand and outline all the basic secrets of great sales professionals. They start with simple tips on how to just go out and sell, keys on building relationships and the most important step of all, which is asking for the sale.
The book is fun to read, easy to absorb and a great tool for anyone who wants to be a winner in the world of sales. Trisha Molina-Miami Springs

I follow Brian Tracy on Social Media, and was a bit disappointed that he did not discuss more on this aspect of sales and relationship development.  Great basic information guide that is sure to help you develop the key skills required to succeed as a professional consultant (aka salesperson).  Highly recommend. Doramary Russell-Coral Springs

I enjoyed Brian Tracy’s Unlimited Sales Success, 12 Simple Steps for Selling More than you Ever Thought Possible.  While much of what Brian provides in the book is somewhat basic material, the fact is so many salespeople are not following the fundamentals.  This book would clearly re-energize a sales team and assist in refocusing people who are in the sales profession.  While I understand much of what is in this book is taken from his previous books, I have not read them myself and enjoyed the book.  I would recommend it for anyone who is currently in or is about to enter the sales profession.
John Lyon-Barre, Vermont

This book was very timely for me, as I am in the process of launching my first entrepreneurial business and in every business you have be a salesperson as well as wearing many other hats.  The information provided in the book is very straightforward and for a logical person it is a great way to understand all the necessary steps for unlimited selling.  We all have many tools in our toolbox but usually fall back on our go to tools.  While this is okay, each new tool that we employ in our daily routine becomes a new go to tool and increases our ability to be the best we can at what we do.  Learning gives us confidence and increase our energy around different parts of the sales process that may have us stuck.  
Building trust with a potential customer, Understanding our potential customer's needs, and Understanding what we have to offer will either make you a perfect fit or put you in the position to make a recommendation to your potential customer that may not result in your sale but will increase your customer's trust that you are honest and looking out for them.  Understanding who your customer is and how you serve them, is what differentiates you from others.
If you want to learn simple steps, that are given from the beginning to the end of the book, that will help you in your goals, read this book now!  It is easy to follow and will help you understand how to consciously identify and assist your potential or existing customers. Bari Schanerman-Miami


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