1) Study before the test. Here it really helps to gather as much information as possible about your playing partners. We want to always meet people on their level. Just as no two swings are alike, the same can be said for customers and prospects. Knowing a little about your guests' personality will really help you on the course. There are many subtle things to look for as you get into your day. I want to see how serious they are because that will tell me what game we will play on the course and how lenient I can be with the rules. It may be as simple as how long a putt I will give them. Hey, if you pick up a three inch "gimme" putt with the wrong person you may find out in a hurry about the history and tradition of Bobby Jones and the sanctity of the rules of golf. The worst thing you can do is swat a short putt back to a person who "putts them all out"! Can I hit two off the first tee? Are we going to play the ball down? What about that ball your friend just hit OB with a white stake. Is that stroke and distance or is it one stroke penalty? Those of us who play know it is a two stroke penalty but your guest may not want you to be the scorecard policeman. There is a fine line here that you must be able to spot. The idea is to have a fun day and grow your business. The real score you should be looking at does not get counted at the end of 18 holes. Does this mean I advocate cheating or looking the other way? Absolutely not! Unless there is money riding on the game I will tend to let it go. It just isn't that big a deal to me if a guy shoots and 87 instead of the 90 he really should have had. My point is this. You really need to be a good judge of people here and you want things to flow. Pick a set of tees that will be fun. Play the ball up if they want to. My experience during hundreds of pro-ams and business rounds of golf says people want to relax and have fun. It is for them and about them, do not forget it.

2) Do you want some action? That is what you will here on any given day on every course in America. What does that mean? It means don't be afraid to wager on your match. You mean bet? Gamble? Yup! I have yet to see the person that would be financially hurt with a two dollar bet. If you are dead against it for spiritual reasons or your spouse might smack you then you may want to skip this paragraph. Maybe you can play for a coke or lunch or a snickers bar. Whatever the wager just make sure it is something everyone is comfortable with. This is a wonderful opportunity to team up with your customer and go into battle. I have seen many a Wall Street millionaire shake in his boots over a five dollar putt. Common sense here says make sure and handicap the game so that it is fun and fair for all involved. Competitive people want to compete. Here is a wonderful way to really have some laughs and make some memories. Make it fun, make it fair and make sure here you count all your strokes…

3) Save the tips. I don't mean for the cart person and I don't mean for the young man or woman who cleans your clubs after the round. I mean your golf tips on the course. Unsolicited advice on the course can be a deal breaker after the round. Even when someone asks you for advice you better make sure and use restraint. Bite your tongue and keep your golf tips for your spouse. So in review:
· Know how serious your guests are and play accordingly
· Don't be afraid to make a wager
· Keep your golf tips to yourself Playing good customer golf is an art. It is something that takes years to learn and is well worth the effort.