To the casual observer a day of fishing seems like aimlessly dragging baits and lures around the ocean until you get a bite, when you charter a boat and finally catch fish at the end of the day you feel like you got lucky. If you could only see what happened behind the scenes while you were waiting for the fish with your fingers crossed. You cannot imagine how much pressure was on the Captain (GM) after you researched and selected him above all others not to mention the distance that you traveled. He never panicked and never lost hope that he would put fish in the boat, he systematically went through what he knows from experience and never skipped any steps. While he was driving you around the ocean in rough weather he most likely knew that it would change and the fish would bite later but made sure you stayed optimistic that they would bite any time now.

      I've done a lot of fishing in the ocean and there is nothing like putting fish in the boat when you have friends or paid customers along. Fishing is like selling cars, if you are not in the right place at the right time under the right conditions you will come up empty handed. You have to know what the fish are currently preying on and present the proper bait, (advertising). You have to be sure that you are trolling at the right speed and depth and know the ocean temperature both on the surface and the thermocline (training).You have to make sure that all of your equipment is constantly being cleaned, lubricated and well cared for or the line will break when you hook up or worse your electronics or boat will suffer a catastrophic failure (preparation).

      You need to know all of the best places to fish based on experience but also know where to look when the fish are not biting (prospecting). Most important is that you need to be aware that there are some conditions when the fish just won't bite such as an approaching low pressure system or a strong east wind (no showroom traffic). It is during these times that you need to research when and where the fish will present themselves as the conditions improve so that you will be prepared. Many times I have seen the staff waiting around the showroom slumped in chairs complaining that there has been no traffic in three days and I always ask "are you prepared if the next person that walks through the door is ready to buy? What if they are the beginning of the avalanche of buyers about to make our month? Will you need to go through a few to get back on your game? 

Finally, my hands down favorite in the Northeast is shark fishing; shark fishing to me is just like Negotiation Free Selling. Process is so important that if done correctly you sit back and just wait for the bite; I have never gone shark fishing without hooking up-really!

1. Find as much structure on the ocean floor as you can
2. Check the wind to be sure you drift over as much of it as possible.
3. Set up a chum slick being careful that the pieces are small enough that you are not feeding them.
4. Use a balloon and sinker to hold one bluefish filet at 20', one at 40' and a live bluefish with a double rig on top, tail fins snipped.
5. Play Led Zeppelin on the stereo, sit back and wait. Works every time! 

     Any one of these steps skipped or in the wrong sequence will guarantee that you go home without a catch. Sound familiar?

1.) Meet/Greet/Seat

2.) Needs analysis

 3.) Vehicle selection

4.) Test drive walk around.....you get the point.