After more than 25 years in the field, Jim Micklos told a group of Ball State business students Monday the best way to become successful is to pay close attention to clients.

"There used to be differences between companies with one having a lower price and another better quality, but everything is fairly even now," said Micklos, a starter for Ball State in 1974-75. "Today, you have to build a trust between yourself and the client. It has to be a solid relationship.

"You can only do that by listening," he said. "Any time your client is talking, you have to give them your total attention. Even if they interrupt you, listen. It may be the only chance to really get to know what they want."

Micklos spoke to students in the senior-level class taught by Ramon Avila, a marketing professor and director of Ball State's Professional Selling Institute.

"I've been extremely impressed with Jim over the years," Avila said. "He brings a strong background in the sales field to our classes. Students can learn a great deal from a professional like him."

Besides his personal philosophy on professional relationships, Micklos spent more than an hour outlining strategies to improve sales by offering incentives to spur sales staffs.

His company, Motivation Excellence Inc., of Schaumburg, Ill., specializes in developing personalized incentive programs for firms of all sizes.

"Merchandise and travel packages are incentives that really spur people to work harder," Micklos said. "Those types of things become incentives to modify or change behaviors, which result in increased sales and higher profits."

During his visit to campus, the 45-year-old former tight end also toured the new athletic training facility at the football stadium and met several university officials, including Lynne Richardson, dean of the College of Business.

Micklos' visit also included walking the field where he once starred with current head coach Bill Lynch. He was selected an academic All-American in 1974-75 and was a standout tight end in the early 1970s under then head coach Dave McClain.

A native of Kettering, Ohio, the 6-4 tight end caught 32 passes for 425 yards and four touchdowns during his career and graduated with a 3.46 grade point average as a business administration major. After his collegiate playing days, he was drafted in the 16th round by the New York Giants only to be cut in training camp.

"I wanted to be a football player and play professionally," Micklos said. "But, my parents really emphasized the need for a good education. They told me my playing career wouldn't last forever.

"My dad was a salesman and I am glad I got into sales because I like spending time with my clients," he said. "I don't know when it was, but a light bulb went off in my head a long time ago and I realized this is what I wanted to do with my life."

Micklos lives in suburban Chicago with his wife Judy, also a Ball State graduate. His two sons are attending college with Jared, 22, at Indiana University and Nathan, 18, at the University of Rochester.

(NOTE TO EDITORS: For more information, contact Micklos at jmicklos@meiweb.com or (847) 202-8400.)