I’ve spent my entire career in sales, starting out at a bank long before ATMs were a thing! From there, I moved on to selling everything from credit card terminals to high-end hair color—products that practically sold themselves with a good demo.

But in 1996, I made a shift to selling Title Insurance, and that’s when things really changed. Unlike physical products, I was now selling a service and building relationships, which meant I couldn’t rely on just showing something off.

I quickly realized that if I didn’t market not only our services and employees but also myself, the work wouldn’t get done. It was a game changer. I focused on helping my clients with their marketing, which led to more business for them—and more business for me. A win-win!