Richard Miller knows a thing or two about selling. As CEO and founder of The Pegasus Group, a highly successful real estate company based in New York, his company has developed over two million square feet in projects over the last 20 years.
When it came to acquiring an airplane, he knew just who to call: Russ Dise, president of JetLease, the world's largest private jet leasing, sales, financing and charter company.
"I met Russ eight years ago," said Miller. "He was very knowledgeable about the airplane business and very forthright as well. I gravitate to those kinds of people."
With Dise's guidance, Miller acquired a Beechcraft Premier, a light business jet. "Russ was instrumental in getting me good financing at a very good rate ," Miller said. But what really impressed Miller was how Dise handles selling.
"The thing about Russ that's very nice -- he'll tell you what he knows and he'll tell you what he doesn't know. From a sales standpoint, that's the best salesman: A person, who can say 'I don't know,' then helps you find a solution."
Miller also connected with Dise on a personal level, even though their respective alma maters have one of the fiercest rivalries in sports: Dise is The Ohio State, while Miller is Michigan. But he also gives Dise credit here, saying "He posted my Michigan motorcycle helmet on his Facebook page."
Along with his sales acumen, Miller is equally impressed by Dise's "can-do" approach. "I like the way he thinks. Russ always has a Plan A and a Plan B and tries to find a solution. Anybody can say no," added Miller. "And it's so easy to say no in life. Trying to find a way to say yes is how you get things done."