Letters to My Children

The other evening, I mentioned to some of my grandchildren that I don’t have a real project to take on. Almost immediately, one of them turned to me and said, “You always have a project, you are always busy with something to do.” That statement bothered me for several days because she is right. I do look for projects to not only keep me busy, but also to keep my mind active, as well as keeping me alive.

This morning while still in bed, the thought occurred to me that I should write another book called, “Letters to My children.” It is a book I have been thinking about writing for many years for a couple of reasons. The first is that I have something to say to my children and my grandchildren, having lived a long productive life. Second, other people have written their books about their lives, and after reading them I find them more about proving how wonderful they are rather than being useful to others. I hope I can keep down my ego and pass on what I learned in life that might be of value to you.

Here is a short list of five items that I hope might be useful. Take them for what they’re worth.

Your intelligence comes from others because they also have experienced it. They know what you need to know, so listen to people you trust and read what others have written. Of course, experience is the greatest teacher, but you can avoid failure by following good advice from people who experienced what you may be experiencing or will be experiencing. Trust the experts, and that includes your parents, your friends and especially your teachers.

You can tell what kind of person you are dealing with by just listening to what they say. People will tell you who they are by what they say and how they say it. Just listen. But most importantly, what they say is their opinion and it doesn’t have to be yours. If they criticize you, then they are telling you who they are and not who you are. Only you can say who you are, and it doesn’t have to be what others say about you.

The best way to close a sale is to listen and say little. The buyer will tell you what he/she needs, and you just listen to understand the issue. Only then can you address the issue. The key to a good sale is to first define the problem. The best way is to listen and ask questions. That is half the solution. The rest is your ability to use your experience and your persuasion to establish trust in the mind of the buyer that you have the ability to solve the problem. Listen first before you talk. It is the best sales advice I know.

To accomplish stuff today, make a list of no more than 10 items and follow the list. Do not try to make a longer list, for it will not be done, and it is likely that not all of the 10 items will be done either. Start the day with a good list and follow it. You will end the day feeling productive.

There are two kinds of people in this world: analytical people and people who love other people. The analytical people are smart, can solve problems, and know a lot about a lot. They make the world work. The people who love people, who care about others, will make you feel important. They are leaders because other people love them and trust them, even when they may not know all the answers. In school, the analytical people get good grades, and the lovable people don’t always get high grades. But in business, the analytical people work for the lovable people, because lovable people are leaders and analytical people are doers.

If you want to know more, then you have to wait until I finish the book. The book will be for my children, but I think it is for you, too. The book may be about me, but it is really for you.