My mentor was the sales manager of a team of 15 salesmen at a printing company. He always encouraged me to be myself, to help others achieve their goals and to gain friends and customers. He told us that it takes time to find out at what we are best. And when we do, hold on tight for it will take us to new heights.

At a very early point in my career, an attorney told me that it was better to be thirty minutes early than thirty seconds late". Being early (not just on time) for meetings, court appearances, or even social events is something that I strive for everyday. As I lead by example, it is a trait that I try to show as many people as possible.

Tom Bartow is one of my main mentors who drew his inspiration from Coach John Wooden, who I had he privilege of hearing in person not too long before he passed. Tom accompanied "Coach" when he received his "Presidential Medal of Freedom" in 2003. ALWAYS DO WHAT IS RIGHT FOR THE CLIENT IS MY MANTRA. lk 

My regional manager when I first entered the banking industry became my mentor and still to this day is someone that I turn to for advice and guidance. One of the key things he taught me early on in my career that I still hold dear as I hold leadership positions, is that leadership is all about people and that as a leader you must lead by example. Attempting to successfully demonstrate how to behave and perform. This advice has been a golden nugget that has led to the success I have had thus far in my career.

When I was striking out on my own I sought the advice of another attorney, Matt Dwyer, who has been doing what I do since the mid 70's. I asked him for one piece of advice. Expecting a golden nugget on how to hire staff, or research the newest cases or how to simply open the doors, he looked me straight in the eye and said "be prepared to starve for 18 months." That was it. But I never forgot that. Fortunately, I only starved for about 12 months. Those words made me realize that as an entrepreneur I cannot take anything for granted and must constantly change, evolve and adapt. Beats starving.

While working as a programmer at a clothing manufacturer in Greenville, SC in my early career, I had the opportunity to work for a man who encouraged my creativity and problem solving. Even though I was a junior employee, he listened to my input about improving the inventory process the company used at that time. He never belittled me or made me feel less-than despite my relative lack of experience. He inspired my approach to the input of my employees today -- everyone is at the table for a reason and everyone's input is valuable and needed for my company to stay current and well-rounded.

Several years ago we were hosting a training event for a group of Realtors when I was with Buffini and Company. Although over 100 Realtors had RSVP'd only about 25% showed up for the event. I was lamenting about the poor turnout when Brian Buffini shared, "Jim our job is not to worry about those that did not show, our calling is to pour everything we have into the lives of those that did." This is a lesson I have never forgotten. Pour everything you have into those that care enough to "be there."

Being genuine. I learned from a manager early on that sales is as much (or more) about selling yourself as products or services. With that in mind you can't be everything to everyone, but you can be yourself to anybody. This lesson has helped me attract better business with more likeable clients who want to do business long-term with ME! Being yourself is far less tiring than trying to fit into the wrong peg hole shape and if prospects don't like you then you wouldn't have enjoyed working with them anyway.

Early in my career a senior sales manager taught me to do my homework, to know our commercial customers, their business, and their industry. But when visiting with these clients be somewhat restrained in spouting the knowledge you have learned. He told me to keep in mind the words of The Dalai Lama: "When you talk you are only repeating what you already know. But if you listen you may learn something new."

As a young attorney, the partner I worked for encouraged me to focus on making others successful rather than focusing on myself. It was good advice that I have tried to live by through my career. I have learned that focusing on making my business clients successful has resulted in long term relationships and more referrals. By focusing on helping those that work for me be successful and providing them opportunities to learn and grow, has resulted in a more engaged and happy team, and has helped to solidify our client relationships. I have always appreciated the advice was I was given and have used it when mentoring others over the years.

My Manager at my first professional job was a man of few words, but for some reason, he took me under his wing and taught me so much. He stressed three qualities that I still use today: fact check and research, quality check and follow-up. I still use this in everything I do, and particularly comes in handy being self-employed. Through the years as a leader myself, I also stress these qualities for my mentees, and many of them communicate to me how this has helped them as well. Great lessons learned!

I was blessed to find a fantastic mentor before I opened my chiropractic practice. Dr. Kim Carpenter taught me about pivoting before pivot became the word of the year for 2020. There is a certain degree of flexibility and flow that you have to embody when you work with people and run a practice that serves a lot of different types of people and personalities. There are also outside circumstances that don't always go according to plan, and without getting stuck in the mud, just pivot and continuing moving towards the bigger goal.

I used to read a lot of sales and self improvement books. I believe it was Brian Tracey who wrote "Do what you do best and delegate the rest." Those words have guided me well through the years. As a result, I focus on what I do and contract the rest out.

I love the methods I learned in this book to turn relationships into referrals, The Seven Levels of Communication, by Michael Maher. Stacked appointments is one of my favorites.

My regional manager when I first entered the banking industry became my mentor and still to this day is someone that I turn to for advice and guidance. One of the key things he taught me early on in my career that I still hold dear as I hold leadership positions, is that leadership is all about people and that as a leader you must lead by example. Attempting to successfully demonstrate how to behave and perform. This advice has been a golden nugget that has led to the success I have had thus far in my career.