Beyond the Letter of the Law



I’ve written about ethics in the past. Here is a cool idea to behold, as it relates to good judgement involving ethics. Lifnim Mishuras Hadin is an old Jewish phrase and business principle. When this phrase is translated to English it means “beyond the letter of the law.”

Laws and rules are written in words and letters. Ethics committees in governments and corporations, try to decipher the words to make judgements about controversial behaviors. To ensure one’s own ethical behavior, a businessperson following this principle Leaves No Doubt, as to how the behavior may be perceived.

Example- Jim owes Sharon $116. The check is in the mail. Sharon hasn’t received the check yet, and will not receive it until Friday. Jim and Sharon bump into each other at the coffee house on Wednesday. Jim tells Sharon that he mailed the check. Neither of them can remember whether they agreed upon $115 or $116. Jim laughs and says to Sharon, “I wasn’t sure, so I wrote the check for $120.”

Another Example – A local Mayor in a small community owns a bowling alley. When the local government has their annual staff Christmas party, staff members vote to go bowling. The Mayor decides to have the Christmas party at an entirely different bowling alley to make sure there is zero concern, about any personal benefit or backroom deal. He goes “beyond the letter of the law,” to ensure ethical behavior.

Lifnim MiShuras HaDin.

Beyond the Letter of the Law.

Leave No Doubt.


3 Simple Principles for Creative Design in Life and in Dental Offices


jmm_4867How about three simple amateur ideas as they relate to beauty in design? I’m almost fifty years old now. I’d like to think I’ve learned (or tried to learn) a few things about what makes a design aesthetically pleasing.

Serpentine Lines – Curves.  Antiques, like serpentine dressers tend to be much more desirable and valuable. Dental cabinets with post-form, softened corners are more expensive and more aesthetically appealing. Historic Southern courtrooms with curved rails and bannisters, old Victorian theaters (Detroit), the Eiffel Tower, winding staircases, famous bridges, electric guitars, roll top desks, grand pianos, and old corvettes; These are all part of a timeless beauty that everyone can appreciate. There is a dental office near my home where the Dentist ran a serpentine hallway through the office. It sends a message of thoughtfulness and excellence. Sharp rigid corners cause a stop in the flow.

Earth-tone Colors – These are the colors from nature. The gray-greens, gray-browns, and of course the sea-mist green, are the timeless colors where people seem to find the most comfort. All of the Forest colors are a combination of high-end-automotive paint and earth tones. Hank Barton taught us (PSA) one of his many infamous “phrase(s)-that-pay,”  when selling Forest chairs; It goes like this: ”light and dark contrasting earth tones, we like to call it the Starbucks effect.” 

Contrast – It is defined as the state of being quite different from something else. Solo guitar moments in music are a good example. Nat King Cole might sing an old Christmas song. And then out of nowhere, there appears a beautiful old fuzzy guitar solo. It is the absence of the solo that makes it so special when it finally shows up. Dark and light colors can have a nice effect. How about the upholstery on a 3900 chair? I think we need to be careful with contrast, but I’m convinced that there is much to be learned and applied here. 

Here we have a three-part checklist of ideas. By combining these Simple Ideas in design, we’ll probably come out in the end with a better and wiser office design. Writing this article got me thinking about Jefferson and Monticello. My thoughts were validated by going to google and looking at photos of his study, and the exterior of the home.

‘Went Down to the Crossroads…



I was reading something somewhere about an intersection. The idea, was that you can’t have positive change until you feel shame as it relates to an undesired (foolish) behavior, or habit. We continue our travels down Foolish-Behavior Avenue, until we come to Shame Street. At this intersection, we finally stop and decide to allow a bit of shame to creep into our protective shells.

When we reach the intersection of Shame and Foolish Behavior, we decide to not stand so tall for a moment. We decide to have a momentary pause in all this protective strength and pride. We finally see the undesired behavior as shameful. This takes great strength of character to allow the shame to take hold. We finally feel the wrongness of it all.

Things get new and better again. Change occurs.

What a beautiful and Simple Idea. It’s not mine, but I’m going to try to keep it in my pocket.

Simply stated, Positive change occurs at the intersection of shame and foolish behavior.

2 Simple Ideas when selling DentaPure


Idea 1 – Fear doesn’t sell

Idea 2- Confusion doesn’t sell

Summary?  Even if you do not “shock’ the lines, you will reduce CFU numbers in a big way by simply installing the filters in year one. Let’s not bite off more than we can chew in our first conversation about adding filters. Let’s not argue with Doctors either. That’s no fun.

Slow and Steady, Nice and Easy…wins the Race, and gets us the conversion. And, It’s the right thing to do.

Forest 3900 Chair-Momentum!


I just walked out of a dentist’s office in West Memphis, Arkansas. Debby Williams DDS. She has now owned seven Forest 3900 chairs for nearly 10 years. She told me that she had one repair… in all that time. She also said I could use her as a reference for anyone who might need a testimonial to make a big-time, money-saving decision.

See fabulous 3900 chair photos here.

and more…at


The 7 Ingredients



Hank Barton once forced the entire PSA sales force to travel out to Hillsboro, Oregon. He stuck a video camera in front of us, and he forced us to present his products to him, by using “The 7.” He taught us that after all his years of selling, training, and seminars, that these were the most important keys to an excellent presentation:

Enthusiasm – the ultimate statement to get a presentation started.

Bandwagoning – conveying the idea that “everybody’s getting on this train.”

Testimonial – (tribal) testimonials are the nearby peers who use a similar product. Powerful stuff.

Objection Handled Early – the sales person brings it up first, and handles it early.

Literature – a sales aid. Here we’re trusting the marketing department. Pointing out features. Nuts and Bolts. Visual factor. Awesome flyer and images.

Exclusivity – this is the “hook.” Since no one else has this exclusive feature, why would we look anywhere else?

Close with contrast – Somehow contrast the final price to a higher price (suggested retail  versus final actual price, etc.)


The 7 Ingredients – A Simple Sales Idea to take Seriously.