Hi, Russell,
You don’t know me yet but I thought I would send a sincere thank you. I was reading through your presentation from the MDRT 2013 conference today. The quote you provided by Jack Dulworth. “The three stages of development in the life of a salesperson” really was an aha moment for me.
The best advice I always got was from my dad when I was growing up. He said, “Find an old fella who’s seen it all and ask him what he would do if he had his time again, as great advice is gained from years of experience”. Best advice ever! Teaching us “young blokes” who want to learn what works. Isn’t it amazing how sometimes the old ideas become the new, new?