Howdy From Denver!

Hello from the great state of Colorado. I'm in the mile-high city of Denver after making the drive up from Amarillo. They may have shot the Emperor of Colorado yesterday, but there are still plenty of crazies here.

Part of that drive is enjoyable, and part of it is the pits. From Amarillo to Pueblo is not bad. Once you get to Pueblo on I-25, the traffic starts to pick up and gets worse all the way into Denver where it becomes a parking lot. In the future I think I'll approach from the east. It usually isn't too bad.

From Clayton to Raton, New Mexico, is my favorite part of the trip. This year the grass is green and seems to stretch forever. I've always been one to count the antelope that I see across that stretch of approximately 90 miles. Today, I counted in excess of 200 of them that I could see clearly and "think" I saw another 50 or so. They have really thrived in that open stretch of country.

The trip took a bit longer than usual due to stopping to maintain a cell phone signal at various points along the way. Just because I'm traveling doesn't mean that business stops. In fact, I generally have to allow extra time in my traveling itinerary to accommodate calls. Most of the time they are routine, but today I had a great call from a potential customer. He was referred to us by an existing customer (referrals are wonderful). I spent nearly one-half hour on the cell phone while parked beside the highway educating him on what we do in our business. He had a number of misconceptions that needed clarification.

Misconceptions are something that every salesman needs to learn how to handle. The best way that I've seen to approach it is by asking lots of questions. You have to understand where the prospect is in his thinking before you can begin to fill in the gaps and clear up misunderstandings. Questions also get the prospect to loosen up because they get to talk. Everyone wants to say what they know and feel that it is important. That's why God gave us 2 ears and 1 mouth. We need to learn to listen at least twice as much as we speak. One of the primary tools the salesman needs to develop is the skill of listening.

Tomorrow is meetings. These are not the most productive kind of meetings -- they're more political. Committee meetings. I like meeting with customers -- not indecision non-makers. The call today was fortuitous (I like that word) because I was able to fill in an open time-slot tomorrow with a meeting with the prospect that I talked to today. Wish me luck.

Sunshine

As I drive around the Panhandle, there is a lot of optimism. There are ethanol plants being built and dairies going in. Houses are springing up around Amarillo like a new corn crop in June. Farmers are excited about the new markets for their crops -- especially corn for making ethanol. The recent moisture even has the cattlemen optimistic about the pasture this spring. When we get a little warmth, the wheat pasture will shoot up overnight and the spring grasses won't be far behind.

You can tell the sun is shining today by the tone of this post. The temperature shot from zero to nearly thirty in about five hours! The snow is melting and people are moving about again.

Isn't it amazing what the sunshine can do for your mood? When you're stuck inside because of the weather -- or if you're working out in it -- you are quickly worn down. But, when the sun comes out and the birds start singing, life seems suddenly much better. I wonder what that tells us about human nature.

When we walk in the darkness, it is as though we carry a weight on our shoulders. When we step into the light, that load is lifted from us. We all need a regular dose of light. "I am the light of the world. Whoever follows me will never walk in darkness, but will have the light of life." John 8:12

Canyon, Texas

The town of Canyon, Texas, is a unique oasis in the Panhandle. It is the home of West Texas A&M (WTAMU), and Palo Duro Canyon State Park. It is also the home to many people who make their living either directly, or indirectly, from cattle. I have often heard Canyon referred to as the Animal Health Capital of the world. The reason is because of the many consulting veterinarians, nutritionists, animal health sales reps, pharmaceutical company sales reps, feed salesmen, technical veterinarians, researchers, feedlot managers, cowboys, and ranchers that call the community home.

Why do they all live in Canyon? WTAMU is one reason. It is an excellent university with an outstanding staff -- many of them in the Agricultural Sciences Department. It also hosts one of the best historical museums in the country -- the Panhandle Plains Historical Museum. Another reason is the excellent school system. Canyon schools consistently rank among the top in the state for their size in academic, music, and athletic programs. The new High School is a beautiful addition to the southern part of town. Proximity to Amarillo without the problems sometimes associated with living in a city is another reason. Rick Husband International Airport is only about 30 minutes away, Westgate Mall is about 15 minutes, and some of the best medical care in the country is available within 20 minutes. Hereford, Texas, is about 30 minutes in a different direction. It is the center of one of the highest concentrations of beef cattle in the world. It is the destination of many of the aforementioned Canyon residents when it's time to go to work.

I chose to live in Canyon for a combination of the above. But, most importantly, I chose it for the people and the strong sense of community. The people in Canyon seem to care for each other. They are not afraid of hard work. They instill positive moral values in their children. I wanted that for my children. I also wanted them in church. The churches in Canyon are strong and growing. There are many great programs for the youth in the community. Canyon is a town in which achievement is encouraged and positive behavior is expected. It is a great place to raise a family.