People Should Love You or Hate You

You may have noticed an uptick in the communication from me lately. That’s by design. When I’m not teaching you what to do to grow your revenue, I’m demonstrating it to you. I’ve reengineered my email system to improve deliverability and I’ve also got a new website. I post valuable content every day. You can […]

Affluence Follows Action

I’m writing this article ten days into my fiftieth year on Earth. My journey thus far has taught me many things but one of the most valuable lessons I learned came early on in my career.  In my final semester in college, I worked as a bellman in a Marriott hotel in New York. Being […]

Relationship Revenue An Overview

Relationship revenue must be your focus. If you are an entrepreneur, business leader, sales professional, attorney or any type of professional service provider, the only way you can grow with reduced personal labor intensity is through leverage. That means relationship revenue is a must. This video explains what relationship revenue is and why you need […]

Relationship Development Checklist

Pilots use checklists to make sure they don’t forget anything when preparing to fly a plane. Chef’s use checklists (called recipes) when preparing a special dish for diners to enjoy. Scientists use checklists when doing research on new pharmaceutical products to cure diseases. You need a checklist to help develop and maintain valuable connections that […]

Experiences Deepen Relationships

As an individual representing a company, to your clients, you ARE the company. This is an important point, so I will restate it. The lens through which your client views your entire company is you. Here is an example: I recently needed to buy a new car for my wife to use to shuttle the […]

You Have Time to Sell

The most common excuse I hear for not developing relationships is: “I don’t have the time.” Entrepreneurs say it because they make lots of decisions and they like to feel like they are on top of things. Sales professionals say it because they are too busy wasting time trying to find shortcuts that don’t exist. […]

Add Value to Relationships with Frequency of Communication

One of the first things I ask my clients to do is initiate a regular communication schedule with their clients, prospective clients and evangelists.  This frequency of communication establishes a foundation of trust for the relationship.  This video explains this concept in detail. Video Transcript Frequency of communication builds trust, I’ve been saying that for […]

External Orientation

This coaching session discusses one of the foundational concepts in system outlined in my book The 60 Second Sale. That concept is called having an EXTERNAL ORIENTATION.  Here is the definition: External Orientation:  Placing the benefit of others as the primary objective in your interaction. Video Transcript One of the most important concepts we focus […]

Sales and the Baseball Game Test: Do You Pass?

Want to test the strength of a sales relationship? Answer this question: Would your client sit next to you during a baseball game? Just you and the client. For nine innings. Eating hot dogs. Drinking a beer or two. Having a conversation. For three hours. Does that seem like a long time? Would it be […]

Sell Your Thinking

You don’t sell a product or service. You sell a relationship. You sell your thinking.  Before someone will entertain the idea of being in a relationship with you they need to appreciate the way you approach your work. That’s why content is so important. Information you organize and share demonstrates your thinking. Here are the […]