Doing Business on the Golf Course

You have spent time and energy building a relationship with a prospect/client. It’s going well and you feel like inviting them out to play a round of golf with you will take your relationship to a new level. This presents a huge opportunity to connect with a decision maker outside their office! Yes! What can possibly go wrong?

You now have a 4 – 6 hour window to really get to know this person! The time spent, for better or worse, will reveal your character! At this point, a simple game of golf can make or break your case. You better be sure you can move the needle. This is an integral step in relationship building, which you are staking your reputation on!

First off, this is not a regular weekend game with your buddies; so don’t treat it like one. Continue to be professional. There will be plenty of opportunities during the round, to show your sense of humour and personality. This is not the day you pound beers to relax, so don’t. I don’t care if my guest imbibes, I will definitely let them lead the way on this and as long as they don’t do damage or endanger anyone’s health, then they are the ones who have to live with what happens.

This time together also reveals their character and you get to decide whether or not you want to continue to pursue this relationship any further, it’s a two-way street.

I like to play golf with new people. Life is a time-space continuum and people’s lives change all the time. There is no telling where your paths will cross again, should things not work out for you in this moment. That’s not to say it won’t, just that circumstances always move the goalposts!

Now, my advice. . . just play golf! Do not lead with business. In fact, don’t do any business! This is NOT Glengarry Glen Ross! NO A – Always, B – Be, C – Closing! This is GOLF! A golf course is not the place where you become the salesperson in a clothing store and follow your prospect around the store offering up verbal diarrhea until they walk out without even picking up a tie! Put yourself in your guest’s shoes. Would you want someone always bringing the subject around to business and taking flow and enjoyment away from what should be a pleasurable time? If your guest initiates, follow their lead, but show patience as one of your character traits. If you play your cards correctly, there will be a couple of opportunities to close for the next order of business, either after the round, over a meal and refreshments or as a follow up the next work day. You might even be asked about why you didn’t bring it up, which will give you the perfect opportunity to explain yourself and respond that you would like them as your customer forever and there is plenty of time to do business while you develop your relationship!

Acknowledge we are in the #metoo era! What it really means to men is that we need to show respect to everyone and everything! For me, this includes the opportunity to play golf on Coast Salish Territory, this beautiful land which we occupy rather dubiously. We also need to accept responsibility for our actions. We men need to think before we speak, think before we act and offer up the respect necessary to be respected in return. Just because you can say or do anything, doesn’t mean you should. My rule of thumb is, if I can’t add anything positive to the commentary, I will remain silent. If my actions can not be viewed positively, I will not move. Be patient, let impulses pass, treat others the way you wish to be treated!

Some rules!

Don’t “let the customer win”! I am fortunate to have played this game at a high level for a long time. I have never played golf without trying to shoot the best score possible, whether I brought my A-game or not. My ability to shoot in the 70’s has drawn more respect from superiors, peers, customers and prospects, than disdain. Play your game, and play it to the best of your ability that day!

If the course you have chosen to play has a dress code, know it and apprise your guest. There is nothing worse than having someone show up in jeans and a t-shirt. Your expense account likely doesn’t have room on it for your client’s new golf outfit!

Don’t talk politics. Should you go down this road, be cognizant of the very divergent political positions these days. The polarizing and passionate views of today’s rhetoric could negate all your set up work with this prospect/client. It could also set you up for a moral/ethical decision. If your prospect/client is diametrically opposed to your position, like, truly believes in something that you can’t or won’t stand for, you need to decide whether your relationship with this individual is worth it. I can be as hypocritical as anyone, but I have left employment and ceased relationships based on opposing points of view. You need to decide which battles to join and which ones to walk away from. Again, this all boils down to character. You are the one that needs to be able to sleep at night. Some deals and relationships aren’t worth just the $$ or the backlash. Your moral compass may make your journey longer but will also make it less stressful.

Don’t be homophobic. Advocate for those who get discriminated against.

Making comments that demean and marginalize have no place on the golf course. You miss a putt and exclaim, “that’s so gay”, has no place in our world! I am an ally of the LGBTQ community, many of whom play the game better than you and I do!

Don’t be misogynistic. Again, advocate for sexual equality.

I know some women who play a better game than most of us and it is plain offensive to make derogatory and inflammatory comments.

Don’t talk religion.

Should you have opposing views, this could create some unnecessary tension between you.

Don’t cheat. Cheating reveals so much about your character. If you cheat at golf, what else will you cut corners on

Know the rules. One of the rules of golf is to know the rules of golf. Sounds kind of weird, but if you don’t know the rules, you are probably cheating! Also, there are new rules added almost every year, 2019 in particular. Now you have the ability to leave the flagstick in while putting, the ability to repair marks (other than ball marks) on your putting line and dropping your ball from knee height (rather than shoulder height). These are put in place to make the game faster and fairer. There are more new rules in 2019, can you list them off?

Don’t bet. What happens if one of you completely routs the other? Awkward. How do you build a relationship on that?

Follow golf etiquette. I like to set up one ground rule before I tee up. I try to play “ready” golf! If my guest is “away” but not “ready” yet I am, I will play so as to keep the pace of play moving! That includes teeing off on subsequent holes. Also, be cognizant if you are one of the slow groups on the course. It is your job to keep things moving, whether that is by assisting with bag positions or just keeping everyone focused on moving. If you are the one who is guilty of slow play, not too many people will accept a second invite, so get the hint.

If you “need” to have your cell phone with you, please put it on vibrate mode or simply turn it off. You should have time at the end of 9 and 18, or if you are waiting behind a slow group, to check in. Remember that your guest is the most important part of your day and if you haven’t been able to clear your schedule it will reflect on your ability to stay focused. Think about your guest. If they are on their phone, it takes away from relationship building time you are fortunate to get in the first place. Some courses have a NO CELL PHONE policy. Be aware.

If your guest has been drinking and is inebriated, for everyone’s benefit, arrange transportation home. There are organizations who will drive vehicles home for clients. Make sure you don’t allow your guest to get behind the wheel! Be the adult and take responsibility for the situation.

What could go wrong? Plenty, but keeping things light, talking about golf, family, hobbies and interests, should allow for good relationship building.

Hopefully your day plays out without issue and you are able to advance to the next stage of business, whatever that may be.

Have FUN! Remember CHARACTER. Showcase yours; it will be well worth the effort!

MAF

19 Feb 2019

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Mike Fraser Golf

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CGTF - 12th year Certified Golf Teaching Professional

Master Club Fitter - GolfTown University

MFG – January 2024

Fifty-four years playing this amazing game this year. Ten years as a CGTF Golf Teaching Professional. My eighth year on the maintenance crew at the VanParksGolf – McCleery Golf Course. In the spirit of reconciliation, I call myself a land custodian. I am trying to leave this City of Vancouver land in a better state than I found it. As a golf course, the Superintendent and crew have made many improvements to McCleery that make me proud to be a part of it. I acknowledge that I am a 3rd generation uninvited settler who lives and works on the unceded territories of the Squamish, Musqueam and Tsleil Waututh Nations.

Got a chance to play 59 games in 2023. Seems like when I get a chance to play over 40 games in a season, it invariably ends up being a good one. This past year was no different. The thumb arthroplasty surgery I had just before CoVid is now a thing of the past. I have some soft braces now to protect the CMC joints on both hands, but have no significant issues with pain any longer. I did have a couple bouts with injuries and arthritis this past season. I jammed my right wrist early at work and had some issues. I also got diagnosed with Arthritis in my right knee that took some adjusting to.

Coming up to my 66th birthday, I have reduced my hours working at the golf course. I will now work 3 days a week, which frees up way more time to GOLF! I have filled in some of my off time with lessons. I currently have two students that I am spending a good deal of time with. Results are positive.

Update on the Danny Seifried – Kayson Golf product test. The clubs Danny provided me were not a good fit, so I declined the opportunity to play them. The putter, however, is fantastic. I can not remember having a better putting year. I'm very happy with the change that I made in that category. I may look at the Evnroll line going into the summer, just because I've been an admirer for quite a while now. It's hard to get a test with them because nobody seems to have a full line-up to do a proper demo.

I am really looking forward to getting this in play for the season.

Now to review 2023:

I recorded Personal Best rounds at 6 different courses this year:

67 @ Fraserview (-5, also my lowest round to par in my life!)

70 @ Langara (first time breaking par there)

70 @ Mayfair Lakes (first time breaking par there)

70 @ Tahquitz Creek – Legends Palm Springs (first time breaking par there)

71 @ Desert Dunes Palm Springs (first time breaking par there)

70 @ Escena Palm Springs (first time at the Nicklaus design, played great!)

Two bouts of injuries: 05/19 – 06/25 (5 weeks) and 07/31 – 08/10 (2 weeks)

Other hi-lites:

13 rounds under par

18 rounds of par or better

7 rounds of +1

67 low round

3 eagles

122 birdies

Best stats in individual rounds:

16 Greens in Regulation

22 Putts

97 Feet of Putts made

6 Birdies

4 Birdies/1 Eagle

12/13 Fairways

7/9 Up and Ins

2 rounds with No Bogeys (69 – 16 pars 2 birdies, 68 – 14 pars 4 birdies)

1 round with 17 Pars and 1 Bogey (pouring rain)

9 rounds with No Birdies

When I was healthy this year, I played really well. I was only 2 shots off my goal of shooting my age – 65. There is a distinct possibility this will be accomplished in 2024!

I am still working on slowing down my process on the greens. I am hitting my putts on the line that I choose, just not seeming to pick the best line all the time.

I continue to absolutely LOVE this game! I am starting this year off in a very different way than any previous. I am spending the month of January in Palm Springs. I picked up a monthly pass at Tahquitz Creek and get a bucket of balls every day for a month, plus discounted rates to play. With nothing else to do, I am also working on my fitness level. So far the results have been very positive. Weather terrific, though not really warm, but better than back in Vancouver. I have never had the opportunity to commit to my golf game like this month provides me so I'm going for it.

See you on the links! FORE!

Mike

MFG – December 2025

2026 will make it my fifty-sixth year playing this amazing game. Twelve years as a CGTF Golf Teaching Professional. It will be my eleventh and maybe final year on the maintenance crew at the VanParksGolf – McCleery Golf Course. In the spirit of reconciliation, I call myself a land custodian. I am trying to leave this City of Vancouver land in a better state than I found it. At the golf course, the Superintendent and crew have made many improvements to McCleery that make me proud to be a part of it. The biggest one of 2025 was completion of the 13th tee box. I had the project lead role and think in turned out rather nicely. I acknowledge that I am a 3rd generation uninvited settler who lives and works on the unceded territories of the Squamish, Musqueam and Tsleil Waututh Nations.

Coming up to my 68th birthday, I have again reduced my hours working at the golf course. I will now work 2 or 3 days a week, which frees up way more time to GOLF!

2025 was another off year performance wise! I maintained my 1.8 handicap over the course of the year. I continued to experience some constant pain in my hands, due to arthritis. I had a surgery on my left thumb five years ago called an arthroscopy. Well, my right thumb finally caught up pain and mobility wise and I had another arthroscopy done in the middle of November. I am currently in a splint (get it off December 22nd) and will begin rehab then. I should be putting and chipping by December 23rd (HA!) and hitting full shots by February. Likely back on the golf course for end of February/early March. Likely back to work in March as well.

I got some new clubs this year. Participated in a Titleist GT1 Driver test through the MyGolfSpy organization. Got fitted for the driver and documented my experience all the way through for 6+ weeks starting last April. What a great new addition to the bag. I also picked up 2 Vokey wedges 54 and 58 degree, as well as an EvnRoll Putter. Very pleased with the selections.

I was again unable to attain my goal this year of shooting my age. I did shoot 68 four times and had some real opportunities! I still will have a couple of months of golf before I turn 68, so I’m still confident I will get there. After my left thumb surgery, I experienced my highest level of performance a year after, but I am also confident that I can do a better job of rehabbing my right thumb and getting back to a higher level sooner this time around.

2025 Hi-Lites

I finished 2nd in the McCleery Senior Men’s Championship! Came right down to the 36th hole and I still had a chance to win, but finished with a par to be 2nd by 1.

I finished 2nd in the regular Men’s Club Championship! Was 5 back of the winner after day 1 and couldn’t get any closer.

I’m certain that my hand situation has been contributing to my poorer play over the last two years. I can’t wait to tee it up with the fix in on my right hand this year!

Played 57 rounds!

Broke 70 – 5 rounds (68 lowest)

Par or Better – 8 rounds

70 – 74 – 31rounds

75 – 79 – 18 rounds

80+ - 2 rounds (89 highest - though a week before surgery. Should have known something was amiss)

Best putting round – 22

Most feet of putts made – 154 (6 birdies and an eagle in a round of 68 at Fraserview)

No Bogey Rounds - 0

Total Birdies – 127

Most Birdies in a round – 6 (plus an eagle)

Total Eagles – 3

Best up and in day – 9/11

Best GIR – 16

Best Fairways Hit – 11/13

So looking forward to getting my thumb rehab started. I have a couple months to get in good physical shape to hit the golf course with no excuses for 2026.

I have adopted a new on-course strategy. To play with more freedom asking the shot presented to me what it needs. I have no memory of anything previous. I will be present and I will swing freely. I’ve been following Brian Sommer, PhD on LinkedIn. You should look him up and see what you think!

Cheers and FORE!

Mike