Let Your Customers Expand Your Business

Adapted from One More Customer by Fran Tarkenton and Scott Miller Businesses often get funding in order to expand. The great Sam Walton certainly did that, but he didn’t do it until he had proven his business model and proven he could get a lot more people to come back more often to buy more. Many others […]

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Start Talking About Failure

The taboo against uttering the F-word—failure—grows stronger the closer you get to the top. In the mailroom, or in mid-management, you can bet they talk about problems in the business all the time. But as you rise to the C-suites, you find executives who think they have to hide behind the pretense that they are […]

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Who is the Most Effective Salesperson?

In my life, I’ve often been called a great salesman. I’ve put myself in position to sell all kinds of things: technology, insurance, education—you name it, I’ve sold it! But here’s the secret to my success in sales: I don’t sell anybody anything. Never have. Never will. I’ve found that the most effective salesperson is […]

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There Are No Silver Bullets

I have a pet phrase that I use often, “There are no silver bullets.” In other words, there are no shortcuts to success. To this day, I’m still amazed at how often my phone rings, or an email comes in that says, “Come join me, I have the greatest product in the world! If you’ll […]

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Stay Focused on the Moment

When I stepped onto the football field, I was not consciously thinking beyond the moment. Above all, I was not thinking about winning or losing. In the rest of my football career that followed, in college and in the NFL, I never thought about winning or losing. Not against Texas on September 20, 1958, in […]

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Don’t Fall in Love with Your Ideas

It is natural for us to get excited about our own ideas and projects. But as a small business owner, it’s important to keep objective about what you are doing, so that you will be willing to make a tough decision if you find that something is not working. When you come up with an […]

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Working for Yourself to Make Life Better for Others

I know that not every partnership I enter into and every business I start is destined for longevity, much less forever, but every one of them is important to me. I am tempted to regard my businesses as more than just “important.” To me, they are very special because, in them, I feel I have […]

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A Winning Culture Starts at Home

For me, my parents’ example was a lifelong lesson in the most fundamental fundamentals of entrepreneurship. Dad pursued his two passion—religion and education—while always finding ways to keep us fed, clothed, and housed. He never put our welfare on the line. He might have been a preacher, but he never preached to us. He walked […]

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Invest in Your Career and Your Family

Invest yourself fully and honestly in both your career and your family. Give yourself a test. Are you ever too busy to return a phone call from a family member, an employee, a customer, a vendor? Do you delay answering e-mails as long as you possibly can or maybe forever? Do you habitually put off […]

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