Zach Johnson showed everyone why persistence is important as he finished first in the Valero Open on Sunday. His cumulative score was 19 under for the La Cantera Course. Johnson’s last wins were in 2007 Masters and AT&T.

What struck me most was a comment Johnson made. “This week I was just concentrating on the process not the outcome,” Johnson said. “I had six weeks off this fall [after not qualifying for the FedEx Cup playoffs] and I just rededicated myself to getting back to what I used to do.”

How many of us forget that important point?  We focus on a lower score, winning the round instead of making each stroke our best.

With the Valero Open I had the chance to spend some time with clients enjoying the Open. We kicked back and really enjoyed the Open and the time we spent together.

We also spent some time at the driving range. Hit some buckets and got some practice in on our putting.  After we had the chance to relax over a good meal at Mi Tierra.  The roving musicians and excellent drinks made a great background talking after the Open. All in all we shared some good ideas which I can see leading to new business for us all in the near future.

That brings me back again to Johnson’s remarks. People do business with people they like and who show interest in them. With the economy in a question mark (not sure what else to call it) it’s important to connect with existing customers and prospects.  Investing the time and ideas now is focusing on the process not the outcome.  Zach Johnson was right on more than one occasion.

Keep your eye on the ball,

With headlines talking more and more about unsettling economic news, it’s more important than ever to stay in touch with your customers and prospects.

If you know your clients and prospects play golf, use the United States’ victory in the Ryder Cup. The Ryder Cup is a great opener for your phone call or email.

Wanting some face time with clients? For those of us in San Antonio the Valero Open offers the chance to get together with clients and prospects in a great time.

If you’re in other parts of the country take a look at the PGA calendar and the LPGA calendar. See if you can connect at some of these tournaments.

Keep your eye on the ball,

Golfer graphic by Oshin Beveridge