Hunting

Principles

Frequent, and profound introspection happens as we age. Most of us become more self-aware as we evolve through adulthood. We begin to define or even redefine what we stand for in life. The responsibilities associated with getting married and then raising children expose both our foibles as well as highlight important elements of our character. Questionable behaviors exhibited at a younger age tend to vanish when we are tasked with setting an example for those people who look to us for guidance. Some of us find ourselves regularly looking in the mirror to determine if we are living a life that we can be proud of. Ultimately, there are core tenants of our character that we live by. These are the principles that guide my life.

Integrity

It is important that all of those who interact with me, know that I am an honest man. Family and friends recognize that my word is my bond. That level of honesty earns valuable trust with those who matter most to me. I am proud of the fact that my truthfulness has never been questioned by anyone that calls me an ally.

Authenticity

It is critical to be real. It doesn’t mean that I have to offer my opinion on every subject. If I do share my thoughts on a specific topic, however, I must be both candid as well as thoughtful. Too many people shapeshift when they attempt to please all parties. They are afraid to polarize themselves, so they speak out of both sides of their mouth. This tactic seems to work well for politicians, but not for the rest of us.

Loyalty

My people know they can rely on me.  Meaning, when they face obstacles in life, I ensure that they don’t battle their challenges alone. These people can also confront me with difficult questions and know that they will receive a well-thought-out, candid response. The converse is also true. My tribe can be critical of me, as they realize that our relationship will not change because of their confronting observations. Once I have earned a committed connection, I recognize that these special individuals have my best interests in mind.

Accountability

If I am involved in any situation, no matter how minor, I assume responsibility for the outcome. It has taken me a while to recognize that I can’t shed culpability when the results associated with any personal endeavor are suboptimal. It has become important for me to address my failures in a proactive manner. That means that I now quickly highlight my shortcomings so we can then work hard to move forward. It is important that we quickly move on so we can work to achieve the collective objectives.

Positivity

It is difficult to maintain an optimistic outlook when you square off against a serious life event. That said, it is necessary if you are going to survive and ultimately thrive. I am always amazed when I learn about people who battle major challenges with an unrelenting optimistic outlook. They seem at peace with their predicament, and they will not allow their problematic circumstances to undermine their perspective on life. Existing in this world means that you will be forced to confront unpleasant circumstances. Consciously dealing with these situations with a cheerful demeanor is required if you are going to get beyond adverse dilemmas.

Resilience

Fear of failure has always been my Achilles Heel. I am not certain if it is the perceived embarrassment or the potential disappointment of falling short of my goals that has me so apprehensive. The associated anxiety of falling short of ambitions can be debilitating, but it must be motivating. It has taken both time and effort to create the required confidence that allows me to better absorb body blows. I have created a personal armor that allows me to modulate negativity so I can focus on the required tasks.

Discipline

It is important that I continuously perform the rigorous habits that make me better. It is challenging to remain diligent when the required duties are both physically and mentally tough. If there are proven best practices that will fundamentally change my personal trajectory, I work vigorously to employ them. If I falter, I offer myself not-so-subtle reminders to get myself back on track.

I don’t waver regarding my holding to my principles. They are the foundation of who I am, and what I am about. Nothing is perfect, and I recognize that there might be untimely regressions. Fortunately, these pillars of my character will remain unchanged.

Family

Youth Sports – Firsthand Experience

On a cold Colorado evening in January of 2020, my then 15-year-old son heard a loud crack inside his right foot during soccer practice. He immediately hobbled off the field in obvious pain. Following days of x-rays and MRIs, Ty was diagnosed with a Freiberg Infraction. The initial two doctors told us that Ty would never play soccer again. We finally found an orthopedic surgeon who told us that he was confident that our son could play again after undergoing a unique surgical procedure. The rehab took months and when he came back to practice in the fall of that year, he struggled to get back into condition. Just weeks into the season, the MLS Next director cut Ty from the team. Obviously, this was devastating for Ty given how hard he had worked to get back on the pitch. Instead of hanging his head, Ty worked hard to regain his form, and to positively impact his new ECNL team.

As parents we often hear the phrase “don’t relive your youth through your children”. While I understand the reasoning behind the statement, it doesn’t accurately capture the altruistic motives of many mothers and fathers. Most of us involve ourselves in our children’s lives to help them avoid the obvious pitfalls associated with growing up. There are so many precarious situations in life that could put someone on an unfortunate path. If an experienced adult has encountered the potential predicament, we owe it to our children to offer an informed opinion. A core tenet of parenting is to help our kids successfully navigate life’s vicissitudes. This doesn’t mean that we ensure they avoid failing as we want them to create both resilience as well as grit. It does mean that the perspective of a seasoned, loving parent is valuable to a child’s growth.  

Recently, I watched a video of Chris Cuomo and Gary “Vee’ Vaynerchuk talking about youth sports and the harm these activities create for families. They go on and on about people that “sacrifice weekend, money and vacations… and the kids never play in college, never go pro…but they’ve spent all this time on them.” Gary jumps in with his Freudian analysis, stating that “too many parents use their children for their own self-esteem”. This viewpoint is asinine, ignorant, and myopic. For most parents, we encourage our children to participate in youth sports for a variety of logical reasons. These motives include health, competitiveness, determination, toughness, as well as comradeship. Children who participate in youth sports learn to be punctual as well as how to manage their time effectively. They are forced to absorb both adulation as well as frequent criticism. Finally, they learn early to establish goals and to work vigorously towards their personal as well as team objectives.

Both of my sons’ soccer journeys began at a very early age. They both have played the sport for many years because of their love for the game, and their thirst for competitiveness. They continue to endure regular emotional swings that require their steadiness during these highly intense, uncomfortable situations. They must contend with a cutthroat environment where fairness is not part of the curriculum. Additionally, they must prioritize what is most important in their lives. This requirement manifests in putting scholastic obligations, work, and training ahead of other responsibilities.

Since they began competitive sports, Ty and Jesse have learned to cope with adult obligations as well as digest constant pressure at an early age. My wife and I are confident that these qualities will pay dividends when they formally become business professionals. Lastly, for many people, the fear of failure can be debilitating. Competitive sports force all who participate to confront and struggle with the difficulties associated with failing. Athletes learn to quickly move on from past transgressions which lets them more quickly overcome future obstacles.

Ultimately, youth sports are not about making it to college or professional ranks. That outcome is a byproduct of talent, hard work, discipline, and a bit of luck. For most kids, sports are about instilling valuable life skills, building character, and most importantly, having fun along the way.

Business, Family

9 Characteristics of a Successful Sales Professional

Recently, I was scrolling on Instagram and landed on a Reels video of a woman sitting in her car talking about how she effectively handles objections in selling situations. She was confident, skilled, and bold. It was obvious that she could successfully rebut even the most challenging of prospect concerns. Almost immediately, I recognized that I might not react as rapidly or as proficiently as this person. Only for a moment, I wondered if I could adopt her practiced and effective techniques. Ultimately, I realized that she and I sell differently, and that I would never utilize her approach to closing business.

I have been, and continue to be, directly involved in complex, competitive, and often emotional B2B sales. There have been great moments in my career, as well as more than a few disappointments. I have been fortunate to work for and with individuals who do it right, and at a high level. These people showed me how to be a high-performing sales professional. Here are some of the key learnings that I have absorbed over the last 30+ years.

  • Conviction: Salespeople must innately believe that the people/processes/technology that they represent will positively change the way their prospective client operates. They must enter every competitive selling situation with the certainty that the prospective client will achieve the desired results from whatever has been proposed. Sellers must know that the solution they endorse will lead to definitive changes with the target client.
  • Authenticity: Sales professionals must listen well. This skill is very challenging for most of us. Sellers must genuinely want to learn about the prospective client and the businesses that they represent. That means that smart, researched questions must be asked at the appropriate time. The salesperson must care about both the trajectory of the engaged business as well as the well-being of the individuals that are involved in the evaluation process.
  • Candor: Honesty is critical to being an effective sales professional. Some people do utilize devious methods to achieve their wins. Most often, these scammers are exposed, and their victories are fleeting. Salespeople must be truthful even if things are not going to work out in your favor. Take the loss and maintain your honor. Life has a unique way of rewarding those who never waver from their moral compass.  
  • Persistence: Smart, timely prospective client interactions are critical for successful selling. A salesperson must utilize a defined and proven methodology for presenting the right information at the right time to engaged prospects. They must be disciplined in how the appropriate messaging is disseminated. Refined relentlessness creates a sense of urgency that most prospective clients appreciate.
  • Trust: Prospective clients must believe in you, your team, and your organization. Successful sales professionals must do what they commit to doing during the sales cycle. That means that salespeople must become an advocate for the client within their organization. If a client encounters a legitimate issue, it is the salesperson’s job to help them solve it. It means that a seller’s mobile phone number becomes a “favorite” of your client. Trust is reciprocal, but the salesperson must earn that connection.
  • Expertise: Sales professionals must know their product/service intimately. If you don’t, find colleagues that do, and ask for help. Coworkers that believe in you as well as your effort will support you. You will learn a lot from these individuals. Don’t be so proud as to fail alone. This means that a salesperson improves their odds of winning an engagement if they earn the right to wrap bright people into the sales process.
  • Relationships: Sales professionals should not expect to become friends with their clients. The objective should be for clients to eventually become their evangelizing advocate. When your client becomes an ally, they will praise you when you are not around. They will proactively refer you to others, because they are committed to your success. It is ideal if a salesperson eventually creates a harmonious bond with employees of their client. That type of alliance must be forged over time.
  • Grind: Anyone who has selected B2B sales as a career path understands that working diligently is critical to achieving ideal outcomes. Grit and focus are traits that every competent salesperson must have as they will be faced with challenges at every turn. Do what is required of you and then do a bit more. Most prospective clients appreciate hard work and timely, thorough communication.
  • Resourcefulness: Successful selling remains the sole responsibility of the individual assigned to the task. While a proficient sales professional relies on others to guarantee positive outcomes, ultimately, the individual contributor is responsible for guiding their company to wins. Salespeople must decipher each challenging interaction by any means necessary. They must use their imagination as well as every resource available to overcome complex issues and ultimately be victorious.

A successful career as a sales professional is one that involves both financial as well personal rewards. “Nothing happens until a sale is made” is a phrase that has and will ring true for every thriving business. There are different selling styles that are proven effective, and they should be incorporated if the practice comes naturally. While the sales methods deployed will vary, the characteristics described above will ensure a long and productive career.

Family, Hunting

The One

For over 30,000 years, humans have loved dogs. Domesticated canines are loyal, caring, and compassionate friends. For those of us that hunt with their dogs, the relationship between owner and their pups is profoundly unique. The symbiosis is obvious; we count on them to help improve our odds of success, and they expect that we will fulfill our responsibilities in the joint pursuit of the target prey. Their excitement, effort, and determination inspire us to deliver on the unstated objective.

Echo turned 9 in December. Age has brought on a few health issues that have challenged some of her natural abilities. Like most any gundog, her drive as well as the adrenaline brought on by doing what we love to do, keeps the chronic symptoms at bay. Despite our advanced ages and minor physical challenges, we still hunt hard.

Echo and I have been teamed together for a long time. We’ve experienced tremendous successes as well as unexpected adversities. She always remains positive and continues to be relentless despite my annual shooting slumps. For that fact, I am forever grateful. It is not easy to look her in the eyes after whiffing on a bird that she spent so much energy locating. While I feel both guilty and miserable, Echo quickly moves onto the next chase.  

It is hard for me to effectively articulate what Echo means to me. My life is better because she is in it. She seems to understand how much I love her. During our hunts, she will unexpectedly leap in the air to give me a kiss. I feel that this is a sign that she is pleased and focused on the work that has yet to be done.

I don’t know how many more adventures that Echo and I will experience together. I will not push her to continue to hunt if her body will not tolerate the physical exertion. It is important to me that I retire her before she demonstrates any signs of despair. I am hopeful that we have at least one more season together. I cannot imagine ever leaving her behind.

Family

Fortunate

The last 5 years underscored the fact that life is both short as well as fragile. Unfortunately, some of my contemporaries unexpectedly succumbed to a variety of different types of ailments that took them from the physical world. Most battled to remain alive, while others voluntarily perished. It has been difficult for me to witness these heartbreaking circumstances. Life is always challenging but adding disease or psychosis to the equation makes for a brutally difficult existence. As a believer in preventative medicine, I consistently employ healthy habits that should improve my ability to continue living. While there are no guarantees, I want to give myself the best chance to continue to evolve. Given what I have recently witnessed, however, I recognize that remaining alive is tricky. To that point, while I continue to walk amongst the masses, I want to offer an expression of gratitude to those people that positively influence my life.

To my wife, thank you for the love and support over the last 22 years. Our journey has been filled with great times as well as unexpected trials and tribulations. We battle adversity together. Your integrity, composure, and practicality keep me grounded.  

To my sons Ty and Jesse, you are both humble, kind, empathetic, smart, and brave. The greatest blessing in my life is being your dad. You both possess great character and immaculate souls. The future is bright for both of you. I admire who you are now, as well as the men that you are becoming.

To my parents, thank you for teaching me about honor, compassion, discipline, tenacity, and grit. I learned the fundamental principles of my life from both of you.

To my friends, thank you all for the bond we created. Navigating life with righteous, insightful, trustworthy, and loyal allies is something that I value. It’s a privilege to earn relationships that are not blood affiliated.

Lastly, I rarely contemplate how I want to be remembered after I am gone. There is a bit of narcissism associated with this type of thinking. As I get older, however, I do hope that the most important people in my life reflect positively on our time together. I would like those closest to me to remember me as honest, loyal, caring, and dependable. I also hope that they recognize the unfettered, genuine love that I have for them.

I don’t plan on going anywhere soon, and I hope to meet other great human beings that positively impact my life.

Working Hard so I can Hunt, Fish and Golf