“If you pay attention,” writes Byron Katie, “You’ll notice that you think thoughts like this dozens of times a day:” “‘People should be kinder.’ ‘Children should be well-behaved.’ ‘My neighbors should take better care of their lawn.’ ‘The line at the grocery store should move faster.’ ‘My husband (or wife) should agree with me.’ ‘I should
A colleague of mine recently drew my attention to Underearners Anonymous, a “Twelve Step Fellowship of men and women who have come together to help themselves and one another recover from underearning.” The website identifies 12 Symptoms of Underearning, many of which are recurring themes for the clients I work with. A few of these
Whatever you think of Kevin Costner, he is the star of one of my favorite movies (which, thankfully, also features James Earl Jones and Ray Liotta). In Field of Dreams, Costner’s character, Ray Kinsella, hears a whispered voice that tells him: “If you build it, they will come.” Against the advice of all family members and friends, and
I pushed too hard the other day. Or did I? I was trying to get Janis, a relatively new financial services representative who works at a branch of a large insurance company, to take the last available seat in my workshop program. I had offered her help with the tuition, and she had committed on
“I know it’s crazy,” exclaimed Barry, a young financial advisor in New Jersey, while on the phone with me. “I want to be in this business and I want to be successful, but I can’t bring myself to make the phone calls I need to make—and if I don’t, obviously, none of that will happen.”
In his recent Harvard Business Review article, “The End of Solutions Sales,” Matt Dixon reported the results of a study of 20,000 salespeople around the world. The study grouped salespeople into five distinct profiles: 1. Challengers: These are salespeople with a provocative point of view that they’re not afraid to share with a customer. They
