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Are You Ignoring Opportunity?

One of the best ways to develop deep, profitable relationships is by connecting people with opportunity. For this to be effective, the person you are connecting must understand and appreciate the value you provide.  The challenge:  Knowing when someone has a valuable opportunity versus when they are just taking a shot at selling you something. How […]

Want to Sell More? Change Your Crowd

If you want to sell more and give your bank account a jumpstart, change the crowd surrounding you. There are many worn-out adages along these lines because this good advice has worked for decades. Each of us only has 24 hours in the day.  Spend at least 8 hours working – and most cannot choose […]

Your Best Month Ever

What was your greatest success last month? Today is Monday, May 1, 2017. It is the beginning of a new month. The beginning of a new week. Friday I had meetings with clients with two different points of view. Client A: “This is the last work day of the month. Thank goodness. This has been […]

Stop Complaining Get More Referrals

The reason people are not referring business to you is because you complain too much. Your friends and family are probably sick of your negative attitude as well. Seriously. People want to be around positive people. Here’s what you need to do: Stop complaining and you’ll get more referrals. It’s that simple. Provide a great […]

Your Expertise Is Better Than A Cold Call

The best way to start a relationship is by having someone seek you out as an expert. Think about it: Who is in a better position the guy knocking on doors asking to paint your house or the instructor at the home expo demonstrating ten ways to add value to your home with color accenting? […]

Change Can Be Hair-Raising

Sales success requires change. I’ve embraced that fact but it wasn’t easy. In June, I received an unusual telephone call. It was from a media company. They wanted to know if I had an interest in working with them to develop a series of sales education products and market them via traditional and online media. […]

Who Wants Your Opinion?

On November 8, 2016 we had a Presidential election in the United States and many people are still talking about the result. Most people are cautious about how and with whom they share their political opinion. They have these feelings, strong feelings, about ideology or about a person running for office and they only want […]

Good Selling is Hitting Your Client on The Head With Value

You have to show your client the value you provide. That’s part of the sales process. Good selling is hitting your client on the head with value.  Over and over again. Have you ever felt bad for a client because they said they couldn’t pay you? Ever discounted your fee because the client told you […]

How to Attract Great Clients

Around my office, we have a saying. “We attract the clients we deserve.” This means if I provide valuable experiences, offer outstanding service and deliver an exceptional work product, I will attract amazing clients. In reality, that’s only part of the equation. Attracting great clients also requires respecting myself and the value I provide and […]

It Is Easy To Be A Jerk

Last Saturday I took my kids to the park to play baseball (and also to give my wife a couple of hours of peace and quiet).   My son did some fielding drills while my daughter (who is only 4 years old) played an excellent first base and snagged almost everything he threw at her. The […]