Where did you grow up and what was your childhood like? Did you have any particular experiences/stories that shaped your adult life?

Although born a “Yankee” in Massachusetts, by the grace of God, I was raised a Southerner in Atlanta Georgia – USA.

Fortunately, I was born into a stable, educated, loving family, so my Comfort Zone was set high from day #1.

And thanks to my parents, most of the influential people in my life were people of class, quality, and substance.

It all helped!

What is something you wish you would’ve realized earlier in your life?

I wish I’d realized sooner that selling and business are serious professions and should be treated as such. I was about 24 when I finally “got it.”

What are bad recommendations you hear in your profession or area of expertise?

Say/do whatever is necessary to get the sale.

Tell me about one of the darker periods you’ve experienced in life. How you came out of it and what you learned from it?

Thanks to my background in general, a few years in the U.S. Coast Guard, and to my friend and personal mentor, Dr. Napoleon Hill, I have a high degree of personal discipline.

What is one thing that you do that you feel has been the biggest contributor to your success so far?

Accident of birth . . . then, probably because of that, my personal drive and ambition.

What is your morning routine?

I wake up at 5 AM, give or take 10 minutes, without an alarm. Sooner if I have appointments in other time zones.
Then prayer.

Then turn on the coffee and bring in the newspapers.

Then activate my phone so the world can reach me, and see if there is anything I need to respond to immediately.

Then read and watch the news for an hour or so.

Then shower, dress, have a quick healthy breakfast, and head over to the office wing by about 8:00 AM (sooner if any specific phone/webinar/podcast appointments).

What habit or behavior that you have pursued for a few years has most improved your life?

Dr. Napoleon Hill helped me develop my Daily Success System. Although he’s been gone 50+ years as of this writing, I still follow it religiously to this day.

What are your strategies for being productive and using your time most efficiently?

My answer is the same as it was to the previous question (#7). As taught to me by my many mentors, I try to keep things simple!

What book(s) have influenced your life the most? Why?

Having read and/or skimmed a few thousand books over the years, and having learned at least something from most of them, it’s hard to give a shortlist, but the ones that leaped to mind when I first heard the question were:

Think and Grow Rich by my friend and personal mentor, Dr. Napoleon Hill.

How to Win Friends & Influence People by Dale Carnegie.

How I Found Freedom in an Unfree World by Harry Browne.

The Living Bible by God (with modern translation).

And dozens of biographies about successful/famous people in history.
. . . all of which helped me create “The Closers” sales training series which, with over 10 million units sold, really influenced my life!

Do you have any quotes you live by or think of often?

“Successful people do what unsuccessful people aren’t willing to do, because successful people are after pleasing results, while unsuccessful people are after pleasing methods.” – Ed Danforth/Ralston Purina

“It’s not important what happens to you, it’s important how you react to what happens to you.” – Jim Newman/Pace Seminars

“Yea, though I walk through the valley of the shadow of death, I will fear no evil . . .” – The Bible

“Ben, you will worry less about what people think of you when you realize how infrequently they do.” – Ben Gay Jr. (my father)

“You become what you think about most of the time.” – Earl Nightingale