The Peace & Power of a Positive Perspective


C = E³ + Rᵑ

Yes, yes, you’re right – I wrote a little ditty recently poking fun at the mathematicians in our B2B sales profession (see ).  So, what’s with today’s formula?

Well, I was asked recently by a colleague why I was willing to meet with him monthly and offer coaching as he pursues a career change from high school teacher to financial planner.  It was one of those questions that caused me to pause and ask myself, “Why am I willing to coach him?”

Which relates to related questions such as:

  • “What does the coach get from coaching?”
  • “How does a good coach get better at coaching?”
  • “If you had the choice between playing or coaching, which would you choose?”
  • And, “What’s the difference among coaching, managing, and leading in today’s business world?”

Stimulated by my colleague, I reflected on these questions.  (Truth be told – I think he thinks there’s a catch to my coaching.)

Believe it or not, as it turns out the easiest way for me to wrap my mind around the discussion is with a formula.  (Mea culpa, mathematicians!)

Coaching = (Empathy x Emulation x Echo) + Repetitionᵑ         

(Lots of Repetition)

So here I am coaching my colleague and since our business relationship is in its infancy, he runs my coaching points past his Manager in order to triangulate what I think with what he thinks with what his Manager thinks as he endeavors to build his portfolio of clients.  (Truthfully, I think his Manager thinks there’s a catch to my coaching offer, too.)

Perhaps one reason why he’s open to meeting with me is the first “E” of my formula: Empathy.

When I entered the sales profession back in the day, I was totally uncomfortable with cold-calling; totally clueless about presenting; I didn’t know how to overcome objections.  I wasn’t alone.  I too had to learn how to master all of these skills in order to succeed.  So I can certainly empathize with his career change challenges.

Emulation?  That’s a “gift”.  You see, I have made a career of analyzing how buyers buy.  As Rick Page said in his best-selling book, Hope is Not a Strategy©:

Sell the way the customer buys and allocate your resources accordingly.

Echo?  Thank you Dr. Rick Jensen.  I met Dr. Rick in circa 1998 when he was a practicing sports psychology coach on the PGA tour.  One of his “patients” was none other than Tiger Woods.  Although Tiger was a better golfer than Dr. Rick (dah!) – he still gained great value (and significantly improved his competitive results) by having a psychology coach on his team.

You see, Dr. Rick provided a perfect mirror for Tiger to “see” his mental approach to his game.  And with this “reflection” Tiger could gain confidence that what he was doing was in fact what he wanted to do.

Like Dr. Rick; I try to be the mirror of today’s “Modern Buyer”.

Rah yes, Rᵑ.  Repetition – lots of repetition – never ending, professional repetition (aka “practice”).  And the best way to practice?  With a coach.

Of course, it wasn’t always that way.  Back in the Middle Ages, Attila the Hun was not exactly renowned as a great coach, leading great practice sessions.  His hordes had to learn from trial and error:

Huns learn less from success than they do from failure. 

Wess Roberts

The problem with that approach in the 21st century is we don’t have many hordes of Huns who can afford to learn from error, true?


Did you like this little ditty?  You might enjoy my website too:



  1. Rob Denkewalter
    Mar 04, 2015

    Hi Gary,

    I always enjoy your articles that I read. I hope you and family are doing well Give Debbie a hug from us

    Be healthy and enjoy


    • Gary
      Mar 11, 2015

      Thanks for the positive reinforcement Rob! And hugs back at you and the Mrs. Thx, GAP

  2. Jim Robertson
    Mar 06, 2015

    Sitting here in Key West (staying out of the Northeast winter) and reading about Dr. Rick Jenson got me thinking of the good old days.
    How are you these days?
    Keep these “ditties” rolling along!

    • Gary
      Mar 11, 2015

      Thanks for taking time away from the beach to ping me Jim! Yes, the older we get – the better those “good old days” become 🙂 Things are pretty darn good on the Pokorn Ranch. Great to hear for you! Thx, GAP

  3. Nathan Sumner
    Mar 13, 2015

    Obviously I was a little late in reading this.

    Looking forward to catching up next week.

    Always enjoy the articles.

    • Gary
      Mar 17, 2015

      Thanks again for taking time to comment Nate! Your positive comment contributes to my ability to maintain a positive perspective 🙂 Thx, GAP

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