01
Grind and
Work Hard
I learned the value of persistent effort from my factory worker father. He worked a second job without complaint, showing that success requires sustained commitment. That’s exactly what I look for in candidates: people who don’t just talk about grinding, they do it when nobody’s watching.
“The difference between the impossible and the possible lies in a person’s determination.” – Tommy Lasorda
02
Help Others
When You Can
My mother’s career as a social worker taught me compassion and that leadership transcends metrics—it’s about empowering others. When you help someone secure their ideal position, you’re impacting a career trajectory and a family’s livelihood. Placing a candidate in the “right” role outweighs any commission check.
“A candle loses nothing by lighting another candle.” – James Keller
03
Poor Business
Decisions Cost Jobs
At 18, I witnessed my hometown’s decline as factories closed due to flawed business strategies. Each time I place a sales leader or sales executive, I recall those shuttered factories. The right candidate generates growth; the wrong one can kill companies or careers. This isn’t just business – it’s livelihoods.
“Management is doing things right; leadership is doing the right things.” – Peter Drucker
04
Control
Your Destiny
Observing my hometown’s deterioration pushed me toward entrepreneurship. I determined early that I would create my own opportunities rather than letting others dictate my future. 95% of my best placements came from candidates who weren’t actively looking but recognized optimal opportunities. They understand that controlling your destiny means being open to the right moves at the right time.
“The best way to predict the future is to create it.” – Abraham Lincoln
05
Keep
Moving Forward
Working full-time through college taught me resilience. Even during challenging periods, consistent progress eventually yields breakthroughs. The difference between successful sales professionals isn’t talent – it’s perseverance. I’ve placed candidates who struggled for months before landing their first major deal and then they quickly close additional ones. They were steadfast and believed in themselves, when others quit.
“If you can’t fly, then run. If you can’t run, then walk. If you can’t walk, then crawl. But whatever you do, you have to keep moving forward.” – Martin Luther King Jr.
06
Take
Responsibility
As a Marine officer, I learned the fundamental importance of accountability when others’ wellbeing depends on you. In the Marines, we had a saying: ‘Officers eat last.’ The sales leaders who embrace this philosophy – prioritizing their team and assuming responsibility rather than seeking recognition – are those who build teams with high morale that overachieve quotas and create the revenue that allows companies to quickly scale.
“A good leader takes a little more than his share of the blame, a little less than his share of the credit.” – Arnold H. Glasow
07
Know When
to Leave
As the VP of recruiting for a tech start-up, my team grew headcount from 28 to 400. However, we later ramped down and I realized my stock options were now worthless. Knowing when to depart a company is as crucial as knowing when to commit. Many sales executives and leaders stay too long in roles that are no longer serving them. Making strategic job changes at the right time dramatically affects career earnings.
“Sometimes the hardest part isn’t letting go but rather learning to start over.” – Nicole Sobon
08
Look to
the Future
With 20+ years in healthcare IT recruiting, I’ve learned to anticipate industry shifts—from electronic medical records to revenue cycle management to AI. Top achieving sales professionals study trend and can see what’s around the curve…and position themselves accordingly.
“Skate to where the puck is going to be, not where it has been.” – Wayne Gretzky
09
Pursue
Excellence
My 2017 induction into The Pinnacle Society, the world’s premier recruiting association, placed me among the top 2% of recruiters nationwide—concrete validation of my relentless commitment to excellence. When recruiting, I don’t seek people with just one great year but those who consistently produce stellar results everywhere. I review every career move in detail. These candidates anchor top revenue-generating teams
“Perfection is not attainable. But if we pursue perfection, we can catch excellence.” – Vince Lombardi
10
Treat Your
Team Well
The candidates I place stay 36+ months—far beyond the industry average of 21 months. This is because I’m selective about both companies and candidates. Treat your team well, or they might become your greatest challenge—those very skills you hired them for will be used to become your competitor’s greatest asset.
“Customers will never love a company until the employees love it first.” – Simon Sinek
