Having just read the umpteenth article about how to survive in a tough economy, I am finally going to write my “two cents” worth. What follows applies to the majority of the practitioners in our business, not the 5% who are super billers. What works for them is great. So, anyone who cashes in over 500k, you are the exception.

I write for the masses, and I back up what I write with experience in our industry through two recessions, and a war.

• First Law: There is nothing really new under the sun in our business. Get that into your heads, everyone. Don’t believe it when you hear how the Internet and technology have changed everything, or how certain websites are a requirement for success today, or that there are new techniques for getting employers to return calls, or this and that…ad nauseum. The basic principles of our business, like human nature itself, do not change, ever. In fact, almost everything taught today by top trainers was created by and taught first by Lou Scott at MRI back in the early 1970s. In our entire industry, all roads lead back to Lou, so don’t go around believing this or that guru has all the answers when most never even knew the questions until Lou first asked them 35 years ago.