ABSTRACT
In moments of exasperation, my mother could be heard to say, “When they were handing out brains, you missed the announcement!” Actually, she was and is my greatest fan, but I could be a thoroughly exasperating child. Apart from my exhausting persistence (key element of a pitchman, though . . . ), I was a bit, well, absentminded. I am happy to say, though, that when human instinct was given out, I was lucky to be at the head of the line. Human instinct wins business and creates followings. Discipline, however, is a critical ingredient, too. Having a process and a structure for creating your pitch ensures nothing is left to chance. This is a lesson I had to learn.
