“What do I have to do to get more of the clients I want?” Todd, an attorney who is trying to become an equity partner in his firm, asked me. “The better question,” I responded, “is who do you have to BE to get more of the clients you want?” Todd was, understandably, confused. “What
OVER-Deliver / UNDER-Promise Your client or customer wants to see a report as soon as possible. It’s almost impossible for you to have it ready before next Wednesday, but under pressure, you promise it to her by this Friday. “Why did I do that?” you ask yourself. Your intentions were good. You didn’t want her
Yesterday, my coach, Rich, called me with only one purpose. He wanted to tell me that I was doing well! We didn’t have a scheduled appointment. This marked the third time in our working relationship that Rich had called me simply to say “Great job!” or to offer his help. I’m telling you about his
As a coach who believes in this work, I have a coach of my own—Rich—who basically tells me the same things I tell my clients. In any profession, we’re always learning. This week, Rich gave me an assignment that I sometimes give to my clients: Identify your five most recent new clients and tell me
One way to be sure that you’re living the life you want is to identify what your values are, and then to allow all of your actions and decisions to be based upon those values. My friend Bruce, who died a few years ago, lived by five values that he shared joyfully with anyone who
Live by Your Values…or Bruce’s Values (Revisited) Read More »
“NINE referrals today,” Dan, a financial advisor in one of my workshop programs, wrote to me. This doesn’t sound like a big deal to some people, until they put it in perspective. Up until that day, Dan was averaging four or five referrals per YEAR. The fact that he could receive his usual year’s worth
