"Ignorance, and Fraud, Perpetrated Upon The Public"

Friends, today I would like to share both technical data, and personal experience I've had trying to educate legislators, building departments, etc. regarding my skill discipline, which is of course commercial roof systems.  Please do keep in mind that I do not work for anyone, do not represent anyone, nor do I accept money from anyone.

In this way, I can be completely objective, and absent of prejudice.  By now, you know everything here is based upon science, and public record, so I will share the knowledge available to, but ignored by, our legislators.  Please keep in mind that my campaign is now in it's 8th. year, so I have more than a cursory knowledge of these affairs.

U.S. Secretary of Energy, Dr. Steven Chu has ordered all DOE structures to be roofed with "Cool" roof systems.  Your local government hasn't the slightest clue, nor interest, in anything to do with roofing.  Roofing is not exciting, by a long shot, but is a CRITICAL energy reduction component of all structures.

First, I will show an article by the Department Of Energy (U.S.), and then I will illustrate how unresponsive your local jurisdictions are in implementing it.  They actually do the exact OPPOSITE, of what Physicist, and Nobel Laureate, Dr. Chu suggests.  Certainly you will ask WHY?, and I will address that near the end of this post.

December 14, 2010

Energy Department Completes Cool Roof Installation on DC Headquarters Building to Save Money by Saving Energy

In new video, Secretary Chu discusses the benefits of cool roofs

Washington - Secretary Steven Chu today announced the completion of a new cool roof installation on the Department of Energy's Headquarters West Building.  There was no incremental cost to adding the cool roof as part of the roof replacement project and it will save taxpayers $2,000 every year in building energy costs.  Cool roofs use lighter-colored roofing surfaces or special coatings to reflect more of the sun's heat, helping improve building efficiency, reduce cooling costs and offset carbon emissions.  The cool roof and increased insulation at the facility were installed as part of the federal government's commitment to lead by example in increasing energy efficiency, reducing carbon pollution and demonstrating the benefits of clean energy technologies.
 
The Department of Energy also released today a video with Secretary Chu that shows the installation of the roof and explains some of the benefits that come with this important technology.  The video is available on the Energy Blog.

"The Department of Energy is leading by example, demonstrating how cool roofs can help achieve significant energy and cost savings.  This is a simple, low-cost technology that can provide tremendous benefits for government, businesses and homeowners across the country," said Secretary Chu.

Earlier this year, Secretary Chu directed all Department of Energy offices to install cool roofs, whenever cost effective, when constructing a new roof or replacing an old one.  The Department's new cool roof on the West Building covers approximately 25,000 square feet.  In the spring, DOE will also install a cool roof on the Headquarters' South Building, covering approximately 66,000 square feet.  As a result of the new cool roof installations on both buildings, taxpayers will save a total of $8,000 per year in energy costs.

Roofs and road pavement cover 50 to 65 percent of urban areas. Most traditional dark-colored roofing materials absorb 80 to 90 percent of incoming solar energy, increasing temperatures on the surface and in the case of roofing, heating the building, which in turn requires additional air conditioning.  White or special "cool color" roofs absorb less than 50 percent of solar energy, reducing the roof temperature and decreasing the energy used in air conditioning.

A dark roof can reach temperatures above 180F on a hot day, while a cool roof can stay 50 degrees cooler. A study by researchers at Lawrence Berkeley National Laboratory (LBNL) found that using cool roofs and cool pavements in cities around the world can help reduce the demand for air conditioning, cool entire cities, and potentially cancel the heating effect of up to two years of worldwide carbon dioxide emissions.
Consumers can find Energy Star cool roofing products for homes and businesses at EnergyStar.gov.

Follow the Department of Energy on Facebook, Twitter, Youtube and Flickr. Follow Secretary Chu on his Facebook page.

Media contact(s):
202-586-4940

Sounds fabulous, doesn't it?  Well it is, until your local leaders get involved, and allow "both "Single Source", or "Proprietary Specifications" to take over Dr. Chu's very rational observations.  At this point, it is no longer a matter of simple physics, and reduction of energy costs borne by the taxpayers.  It becomes a matter of graft, collusion, and outright fraud, perpetrated upon "We The People".  As I mentioned, I've been at this for 8 years, and nobody except the Private Sector cares, as they are spending their own money, not the taxpayers money.  I find these so called "Officials" in contempt, because the knowledge, and data are in front of them, but they will not act upon it, for fear of disrupting a revenue stream.  Want proof?  Here are actual court proceedings, documents, and the felonious behavior of those involved.   Still going on today, and it is absolutely unacceptable.

My city (Tampa) has mandated all structures over 5,000 sq. ft. be LEED Silver Certified (a bit excessive perhaps).  But the actual Building Department has a "Sole Source" agreement with a boutique manufacturer, not locally stocked, and certainly not anything close to a "cool roof", and I've proven it to them.  Like ostriches, they place their head in the sand, and hope I'll go away, but I won't.

They recently roofed a water treatment plant here in Tampa, and put a heat absorbing, petroleum based roof on it.  A polluting roof, on a water treatment plant is the height of stupidity, and the definition of "Ignorance".  No amount of science, or practicality, could convince them to even consider a synthetic cool roof.

They LIED to me regarding the components being "Energy Star" (what a joke), and I revealed their lies through their preferred manufacturer's OWN LITERATURE.

Folks, I would ask you to help me, but frankly would not wish this torture upon anyone.  Contrary to popular belief, I am not a masochist, but my advocacy is perfect for anyone who is.  The only thing I can hope for is getting through to just one of them through the law of averages, but so far, I haven't had much luck at that slot machine.

It is absurdly simple to reduce our energy demands by 20%, saving precious taxpayer dollars.  If any of you are tired of this nonsense, I would suggest you start with your school district, or you are always welcome to contact me at RobertRSolomon@aol.com and I will help you.  I've also written a paper that illustrates the issue in great detail.  Please ask, and I will send it to you.

I am very thankful for the time you so graciously spend with me here.

Please reject negativity in all forms, and always remember to keep looking "UP".

Very Respectfully,

Robert R. "Ron" Solomon
CCC1325620

"Pre-Manufactured, Pre-Finished Metal Flashings"

I was talking to a few people about "value engineering" and the topic of pre-manufactured metals came up.  Normally, one of the first items roofers "cheapen" when trying to save a little money.  But, I am of the opinion that "cheapening" the effort, cheapens the contractor, and introduces great liability which is unnecessary. 

Okay, right there is where I lost a few of you.

Today (because of space), I will illustrate a very well known manufacturer of pre-manufactured metals, whom I've had much experience with.  All good by the way, and I can't say that about many companies.  Metal-Era fights fair, and if you've been following this blog, know I despise "Proprietary Specifications".

Much respect to them for being honest.  I cannot be more complimentary of their professional demeanor, or professional services.  Alright, now that I've done the "Pitch", I'll get into the body of this post.

I've seen hundreds of projects where the architect (or roofer) attempts to cut corners.  Folks, this NEVER works out well. Why Ron?  Because when a roofer installs a metal flashing made of mill phosphatized (paint grip) steel (normally 22ga.), the painter usually paints the exposed metal to match the building.  Great, but in 37 years, I have never seen them paint the back of the metal that is unseen from the ground.

So now you've essentially got bare steel for the back of the steel, and the flange onto the roof.  "Paint Grip" basically means the steel has been "etched" with an acidic wash so the paint will stick to it.  But when left exposed, it will prematurely rust, and here comes the problem.  And right at the place where you would find standing water.

The roofer is long gone, and the owner has a structure with a failed perimeter.  The roofing material manufacturer who issued the warranty isn't responsible (no manufacturer includes bare metals in their warranty), and there you stand on the roof where the "finger pointing" begins.  I will point out the astronomical cost of removing the failed metal, installing a new system, and incorporating it into the relatively new roof system.  Probably to the tune of $50.00 per foot, and I've done it many times, at or around that rate.  This is where many roofers will say "I can do it for $10.00 a ft., or , no way, I need $100.00 a ft.", but I'm only sharing my experience.  It really does just depend upon how you look at it.  Regardless, it's a lot of coin.

Okay, you're facing that problem, and now I'll bring up another topic that will be placed directly on your shoulders:  "Wind Uplift".  Pre-Manufactured metals have all necessary code, wind testing, and approvals in place.  To me, this alleviates a lot of "hand wringing", and sleepless nights.  I will not get into trhe minutia of ASHRAE codes here.  You may visit them here:  http://www.ashrae.org/

You absoluttely do not want to "cheapen" any flashings, be it metal, bituminous, or single ply.  NEVER.  Liability should be your number one priority in every phase of the system component assembly.

"Aw, man, I can make that stuff just as good as them", well, No, you can't, unless you have all necessary testing for every single metal flashing you're fabricating, and installing, and you don't.  Look, I prefer pre-manufactured, but you should never install a metal component that does not have a Hylar, or Kynar 500 finish.  This is a non-maintenance item, and represents great value.  The owner will thank you when he sees the building next door with paint peeling from the metal, and that's really what we're trying to do:  Following best roofing practices, to protect ourselves, and the owners.  You want every component to be as maintenance free as possible.

This is a coping option: (Courtesy of Metal-Era):

And this is a perimeter edge (gravelstop, or drip edge):
(Courtesy of Metal-Era)

This is a very rudimentary introduction to pre-finished, and pre-manufactured metal systems, but to really see a complete product lineup, please visit them at:  http://www.metalera.com/  It is critical to know that some of their assemblies are guaranteed to 170 mph, which is astounding.  Let me not get carried away with information overload.

Everyone knows that I do not single out one manufacturer over another, but Metal-Era is a starting point, and one that deserves serious consideration.

As always, I am thankful you are visiting with me today, and am humbled you spend your valuable time here.  Reject negativity in all forms, and keep looking "UP".

Much Respect,

Robert R. "Ron" Solomon
CCC1325620
RobertRSolomon@aol.com

"Reality Of Roofing" Videos

I apologize for my lack of postings this month, but I've been very busy with research, and civic engagements. Today, I'll make this roofing stuff look like "Channel 3 Playhouse", by illustrating the types of roofing I've been discussing with you, so you can further grasp the products and installations to exemplify my "Multidimensional" theme of certain systems, vs. the "singular" theme of other materials.

At the onset, let's understand one thing:  ALL roof systems repel water by their respective design processes.  But I ask the question "What else does it do?"

This first video illustrates the "Torch", or "Open Flame" installation of modified bitumen (petroleum).  After you've reviewed all the videos, perhaps I will have illustrated topics you should be asking of your respective Public sectors (schools, universities, hospitals, etc.).  Okay, let's get up on the roof, and try to think about doing all this on a 95+ degree day, so we can "humanize" roofers, and their work environment.



The propane torch is heating up the bitumen contained in the roll itself.  The bitumen is designed to "flow", and secure it to the insulation system.  I will point out that any torch applied modified bitumen rolls MUST INCLUDE A NON-FLAMMABLE SECOND LAYER OF INSULATION.  That increases labor, and cost, because you cannot torch directly to closed cell insulation (polyisocyanurate), as it will melt, or catch on fire.

This man is torching a 100 sq. ft. roll of modified, weighing approximately 100 lbs. per 100 sq. ft., and is very laborious as you would imagine.  The "white granules" achieve very little in terms of solar reflection with an SRI of approximately .27 (same as asphalt shingles), and will not qualify for any "LEED" project, or energy incentive.  The sun's radiant energy essentially "sees" these roof systems as "black", and they reach very high surface temperatures (180 degrees F. is not uncommon), and hold that heat well into the evening.  Modified bitumen roof systems DO keep a building dry, but are dangerous, costly, environmentally unfriendly, due to copious amounts of nitrogen and phosphorous they deposit into storm water.  Very inefficient in terms of energy costs.

Click this link for the video:  http://www.youtube.com/watch?v=Xz-UlA6Dr-8&playnext=1&list=PLBDC9770E91B48CAD

Now, I would like you to pretend you're here in modern times with me, and not stuck in the "horse and buggy" days, like those in the videos. 

While the gentlemen in the previous videos may seem very passionate (read: comfort zone), I think you may find a bit more value and clarity, in what Physicist, Nobel Laureate, and Secretary of Energy, Dr. Steven Chu has to say about it.

Click this link for the greatest roofing statements ever:  http://blog.energy.gov/blog/2010/12/14/cool-roofs-easy-upgrade

I see where I have visitors from very hot climates, similar to the climate here in Florida.  But then again, most of the earth's populations do live in hotter climates.  If you live in the Arctic Circle, you probably don't have much need for anything except fire, and a helicopter. 

Everything I write, or provide here, is for YOU.  That is how I maintain my enthusiasm, and will continue to provide the "Reality of Roofing" to those who desperately need it.  For all the damage asphalt roofing does, it should be front page news, but since roofing is the most boring topic on earth, just isn't approached on the level I share with you here.

I would like to thank you for visiting with me today, reject negativity, and keep looking "UP".

Much Respect,

Robert R. "Ron" Solomon

CCC1325620  Florida

"Where The Oil Goes"

I wanted to take a moment today to illustrate the makeup of a barrel of oil, and how it's used.

Of course, the oil goes to a refinery, and the portion of material used in roofing products is called "Residuum".

You will see it also described as "Asphalt Base". In the United States, we consume asphalt products in two major applications.

1.) Road Building : 80%
2.) Roofing Products : 20%

Of course, they both have similar radiant absorption properties, and it is simply impossible to defy laws of physics, and expect it to not get hot. This is where most people who are laymen regarding the roofing discipline are (in my opinion) being misled. Most of you probably think that white shingles, or white modified bitumen is reflective, but in reality, has a very low SRI of approximately .25.

Ron, it's white, so why doesn't it "reflect"? Well it does, but very, very little. But it's the radiant absorption, or "heat gain" that is generally (conditions vary slightly) twice that of ambient temperature. So on a nice hot day here in Florida, at 95 degrees (assume all measurements to be Fahrenheit), the roof can easily, I repeat easily, attain surface temperatures in excess of 180 degrees.

The roof surface stays hot well into the evening, and a heat island effect of between 6-8 degrees higher than surrounding areas is typical. I keep trying to come up with new ways to say this, but petroleum based roofs are singular in dimension, get very hot, create a huge demand on energy, are unsafe, and contaminate water supplies by introducing large amounts of nitrogen andf phosphorous into our tributaries.

Okay, enough of that for now, but there is a reason why huge retailers (Wal-Mart being the best example) do not use petroleum based roof systems. Can you imagine the monthly energy bill for a Wal-Mart Super Center at 250,000 sq. ft.? You may believe Wal-Mart is alert, and cares a great deal about a 20% energy reduction. I cannot comprehend the dollar value when multiplied by all their stores, but they sure can.

Is your City Council smarter than Wal-Mart? Nope.
County Commission? Nope.
Congress? Of course not.
Senate? No way.

This is simply "Common Sense", and while our Secretary of Energy supports it, no governing agencies adopt it. The people who actually have to pay the bills care about it, and use white synthetic thermoplastic, and save money. The government uses oil, and loses money.

I invite you to make an appointment with a school board member in your district, and ask "why?" Their pensive stare will not amuse you. I'm one person, and I'm challenging government agencies to justify this heinous waste of taxpayer money.

When we run out of fresh water, it will be too late. And to think we actually "PAID" a premium for the contamination, when we didn't have to, is the absolute definition of "irresponsible". If you would like this point shared with a decision maker in your jurisdiction, simply send me a name and email address, and I will do it for you.

Thank you once again for visiting with me today. Reject negativity, and keep looking "UP".

Respect,

Robert R. "Ron" Solomon
CCC1325620

"Uninformed Contractors & Consultants"

This is an example of an uninformed contractor, pretending to know something about "Sustainability", and quite frankly was disturbed by his comments, as if this was a great accomplishment, when quite the opposite was true.

"We reroofed a school this summer in South Florida, 80,000 sf. Original roof was BUR asphalt and gravel. Replaced this with Soprema's Soprastar, torch applied modified bitumen. This cap sheet has the highest Solar Reflectance after three years than other modified cap sheets, granular or coated. It's the aged SRI that's important, because what good is a white roof that turns tobacco stained. But anyway, this school is identical to another school in the same county. Both of these schools are cooled by 2 chillers. The newly reroofed school has only had to turn on one chiller since the reroof. The other school has had to use 2 chillers. We also gave the School District over $32,000.00 in rebate from FPL after the reroof.

So, the effects on the HVAC system are substantial, at least in the beginning. The big question is will it remain white? Will the owner see the advantage / importance of having a maintenance program on his new roof, so he can keep reaping the benefits?"

My reply:

You didn't do anyone any favors with your "Soprastar". There is no rational explanation for approving such an expenditure. None. Tell us about all that petroleum we consumed on a product without 3 year testing.

Miami-Dade says it was only approved 06/10/09, so there is no 3 year testing as far as they're concerned.

CRRC says this:
Soprastar Bright White Modified Bitumen: Initial SRI 0.78 Projected 3 year SRI 0.66

The .78 barely hits an acceptable reflectivity of, you guessed it .78 (page 95 LEED V2.2.). The .66 is three year aging (real or projected). A white TPO far surpasses that dismal performance.

For a school district no less. How much of a premium for NO additional benefit do you think you caused the taxpayers in that county? Did that even cross your mind?

I know you are happy to get an energy "Rebate" of $32,000.00 for them, but that money isn't free. The taxpayers ate that, AND the HUGE upcharge. I'll bet the "Soprastar" easily cancelled out the rebate. Easily.

Seriously, you could have given them an .080 TPO, 30 year NDL instead of using a "Boutique" manufacturer like Soprema, for LESS MONEY!!. Let me guess, they also listed "Siplast". You rarely see one without the other.

I get so tired of watching this scenario play out in our schools. No private owner would ever consider a huge cost increase like that. They don't do it because it doesn't make sense. Some consultant or salesman was responsible for that, and I'd really like them to explain why, but that won't happen.

I am very curious how you plan to "maintain" the magical "flakes" on Soprastar.

Also curious about the wind speed warranty you gave the school district. Let me guess, 54 mph?

I'm glad you got a job, but at what cost?

You want to see how our schools are getting ripped off by roofing material salesmen? Just check here http://schoolroofingscam.blogspot.com/ , and it's in black and white. I know you paid a lot more for the material than you would have paid from a manufacturer that competes fairly. GAF, Johns-Manville, Firestone?

Thanks for telling us about Soprema's super great product. I'm holding my tongue, because I know the exact scenario, and I despise it. Now you've piqued my curiosity, and I'll do a little more research and report back.

DIRECTLY FROM SOPREMA'S PUBLISHED DATA SHEET

Initial :

Solar Reflectance 0.78 Weathered:Pending
Thermal Emittance 0.89 Weathered:Pending

The "flakes" will create an irregular surface, and trap even more contaminant, and I have no idea how you restore reflectivity to a modified, as they are new to the market.

At least you can easily clean a TPO.

Please tell us how much you paid for the smooth modified per roll, and the Soprastar per roll, and I think this conversation will be over.

Now, I know that may seem a bit confrontational, but in here, I give you substantiated facts, not idle chatter. These are the misconceptions I face each day, because a great number of consultants will say, or do, anything for a dollar, and it's that simple.

If you think for one moment, a consultant cares about a taxpayer, you are sadly mistaken. I just think they don't care, and maybe I'm asking too much of them. Most roof consultants are failed roofing contractors. They couldn't run their own company, yet are intelligent enough to tell others how to do it.

Forgive my rather elevated tone today, but it really aggravates me that our government, and schools in particular, allow this horrific "Sales Model" to be perpetuated.

I'm trying my bloody best to restore honor and integrity into my chosen discipline, but it's like facing a 300' tidal wave. I am absolutely overwhelmed by what has become almost a vertical climb, and I'm ashamed.

Perhaps tomorrow will be the day things change? But after saying that to myself for 8 years, am beginning to lose hope. It doesn't make me less enthusiastic, but my skin is not made of titanium, and sometime it gets to me. Regardless, I don't get paid for ripping off school districts, and I hope by now, you know I am deeply committed to you, the TAXPAYER.

The sun will shine tomorrow, and of that, I am certain.

Alright my friends, I am thankful for the time you spend here, and remember to ALWAYS keep looking "UP".

Respectfully,

Robert R. "Ron" Solomon
CCC1325620

"Time Management", and "Left Side Of The Line"

The roofing industry is quite unpredictable, due to weather, equipment failure, affect on deadlines, while making an attempt to secure new work. Certainly, there will be a few exceptions to what I am describing to you, but you will find yourself far more productive, and conderably less stressed if you consider, or better yet, implementing this technique.

When you consider everything as an "emergency" and make decisions based on "knee jerk" reactions, you are making the so called "emergencies" of others, your own. Rarely are they true emergencies, but the complete lack of planning by others.

"Left Side Of The Line"

1.) Take a piece of paper and draw a line straight down the middle.

2.) On the left side of the paper, write your itinerary, or goals for the day. A numerical list of what you want to get done that SPECIFIC day.

3.) After you've completed a topic, take a pen, and strike it off. This will give the feeling of accomplishment, or "Perceived Reward".

4.) Make it widely known that you have an itinerary, that is important for you to complete, and this will reduce the number of "walk ups" to your desk, as they will think before presenting you with a "crisis" that you have not created.

5.) At the end of the day, any topic you were not able to strike off, goes to the top of the list for your next day.

I know how elementary this may sound to you, but very few people have an itinerary. They just "React" as it comes, rather than being proactive, and planning ahead.

Your telephone is a huge waste of time, or your most important tool, dependant upon how you use it. You will be shocked at the time wasted on the phone, just chit chatting. If it's not relevant, get done with it already. For everytime you allow someone to disrupt your motion, you find yourself on the "Right Side Of The Line", exactly where you do not want to be. For every "emergency" on the right side, you will be unable to achieve three items on the left side.

Kind of like riding along smoothly on your bicycle, and having someone put their foot in the spokes. You go flying over the handlebars, and are in complete disarray. You MUST work in a very controlled fashion, or you will fail. There's a difference between success, and lying in the street with torn pants, and a scraped elbow.

Another exercise is to keep a simple log of your phone calls. Simple: again put a line down a paper, and simply check each time you have an "incoming" or "outgoing" call, and add up each side at the end of your day. Soon, you will realize the amount of very wasteful phone calls, that are making you nonproductive.

I'd be willing to bet that without time management, you accomplish approximately 3 hours of work, in an 8 hour day. Very common, and easily corrected.

I mentioned "Perceived Reward" earlier. It is an actual achievement, but your brain needs to be rewarded in some way to feel good, and keep going. You are literally "Rewarding" yourself when you cross a task off your itinerary. Few people wake up to an itinerary, because "It takes too much time". Well, I can tell you that 30 minutes spent on that itinerary, will wsave you 4 hours of work that would otherwise be spent living in a "Pinball Machine".

People will respect your space, and you will understand that you must respect theirs.

Nobody wants to hear a story about a big bass you caught, or the softball game. It may be interesting to you, but believe me, others don't feel as energetic about it as you do.

Okay folks, that's the topic for today, and for those of you who implement this practice, I would love to hear your results.

It's so easy "A Cave Man Can Do It"

I am deeply thankful you've chosen to visit with me today. I think we'll talk about quality roof coatings, and application tomorrow.

As always, "Reject Negativity In All Forms", and keep looking "UP".

Much respect,

Robert R. "Ron" Solomon

CCC1325620 Florida

"Roofing 101 Sales Advice"

Entry Level Sales and Reality. This information has been gathered over many years of having my skull crushed, and I am making an attempt to spare you the pain.

My Young Friends:

I would like to take a brief departure from my normal rambling to address entry level sales. You must realize a few things, and focus:

1.) The client has no interest in YOU.
2.) They have a problem they want to go away, and they want it gone NOW.
3.) They are not remotely interested in anything you need.
4.) People who own buildings are not typically illiterate, or they wouldn't own buildings.
5.) They do not want to see your rehearsed "slapstick" show. They can stay home and watch "The 3 Stooges" for that.
6.) They do not want to be "passed off" to anyone else in your company.
7.) They expect you to answer your telephone when it's convenient to THEM.
8.) Straight talk is how they live, and you are expected to provide it, either good or bad.
9.) Do not give excuses, nor accept them.
10.) Say what you mean, mean what you say.
11.) You are not their equal, so don't act like it.
12.) You are not doing anyone a "favor".
13.) Money comes from somewhere, and is not simply numerals in boxes.
14.) Eat your loaf of bread one slice at a time.
15.) DO NOT LIE. DO NOT STEAL. DO NOT COMPROMISE YOUR INTEGRITY. If you don't believe me, try it sometime and call me from the unemployment line when you do.

Next time, we'll discuss time management and staying on the "Left side of the line".

In sales, you will fail far more than succeed, so let's grip that as a reality. If your sales capture ratio is too high, you are doing something wrong. You are almost certainly selling by price, and they can get a prairie dog to do that.

In order to conquer the natural fear of rejection, I would suggest you incorporate personality with whatever training you may have. People can sense "sincerity" vs. a sales rap P.O. chaser every time. Fear is your enemy, and once you accept that being afraid does nothing but make you queasy, you will free yourself to focus on things that are important. They may say "no", but they will not bite your legs off. I can almost guarantee that.

I once had (many years ago) an elderly gentleman look at my business card and say "I don't need any roofing", and promptly throw it in his trash can in front of me. I repeat: "IN FRONT OF ME".

The scenario was so hilariously weird that I decided to participate rather than react. "Sir, may I please have the card back, because my boss makes me account for each and every one of them, or I'll receive a payroll deduct". He laughed, retrieved my card, and placed it in his file. He said he'd never seen anyone smile in the face of rejection that way. He gave me a building to look at, which we subsequently got. This old guy was as stiff as they come, but those are the challenges of what you do.

Believe it or not, but some people don't like me. There will be people that don't like you either, so don't act surprised when someone doesn't find you funny or charming.

Honor and Integrity seem lost in many of today's transactions, but believe me, there are many people who appreciate the "Old School" handshake approach. But know this, if you fail to keep your word, it's over. NQA.

"In this world everything changes except good deeds and bad deeds; they follow you as the shadow follows the body" (unknown author)

I do a lot of work in Africa, and they are fond of saying:
"Lies, they may bring flowers, but at the end of season, do not bear fruit"

I'm not quite sure what compelled me to share this message, other than to illuminate stark reality, and solutions for young people just getting started. Certainly, I will have many "experts" suggest I am insane for telling you these things, but I promise they will work.

It is not my intent to downplay the importance of specific training, as I've been through every sales exercise known to humans. But this note was more 101 stuff and not technique.

Thank you for visiting with me today

"Stand For Something" , and remember to keep looking "UP"

Respectfully,

Robert R. "Ron" Solomon