Director of sales, Argo Real Estate
What book are you reading?
“The Last Lecture,” by Randy Pausch. It is both the heart-wrenching story of a 47-year-old father and husband who faces the realities of a terminal cancer diagnosis head-on and the reflections of a dreamer whose life goals were achieved through hard work, passion and a determination to succeed on his own terms.
What spurred you to read that book?
I manage teams, so I often look for books that provide life lessons that can be translated into motivational tools for the salespeople I supervise.
Has anything you’ve read in it stuck with you?
The author promotes the idea that a good manager is one who can enable the dreams of others. You must encourage people to create their personal vision of success, help them to refine it so that it is viable, then work with them to build a path to achieving their goals. He also says that “experience is what you get when you didn’t get what you wanted.” This should be the mantra in an industry where a deal is not a deal until the ink is dry and the checks have cleared.