Steel claw in a silk glove.
In life we deal with many issues. Some are run of the mill, some are not, and others fall into that “more difficult to manage” status; often, we don’t really know how to go about dealing with these. Thinking about this yesterday, while thinking about a situation that was developing, the title line of this entry came to mind. - “You must wield a steel claw covered by a silk glove” It was late 1973 and I, living then in Connecticut, had started working with a young life insurance company out of Miami, as an independent agent. This was the first time I came across a fully prepared ( canned, literally ) sales process. The government had recently passed a law allowing individuals to purchase a retirement account which could be qualified, just like a pension plan, for deductions of the premiums from the income tax basis. The company had an average product with an outstanding presentation. We carried around a self-contained machine, which showed a full 18-minute story as...