Even Engineers Sell “I’m an engineer, Sandy, not a salesman,” my client Ted pleaded, “Why do you insist on talking about sales?” “Ted,” I asked, “there are a lot of engineers who do what you do out there. Why do clients choose you?” “Wait, that’s not fair,” Ted exclaimed. “You answered my question with a
Are You Focused on The Right Solution?Keri, a therapist with an MSW degree and state certification who specializes in teen problems’ recently consulted me to help her transition into being a coach specializing in motivating troubled teens.“Why do you want to change?” I asked her. “What will be the difference between your coaching services and
If That’s How You Treat Me, How Can I Send My Friend? A few years ago, Eric, one of my non-advisor clients, asked me to refer him to an advisor who could help him get more life insurance. I happened to have just started working with a husband-wife advisory team in Eric’s state, Andrea and
If That’s How You Treat Me, How Can I Send My Friend? Read More »
Thomas Edison had a ridiculous idea in 1878–to create a safe, cost-effective lamp that ran on… electricity! Everyone knew that attempts to use electricity to create light had resulted in fires, explosions and meltdowns; it could never be used to safely light anything. Edison, however, believed that it was possible to use electricity to create
Waddaywant? Establish a goal, devise a plan to reach it, and… Read More »
Coaches like to point out that there are no problems… just challenges. But, no matter what you call them, if you’re out there working for a living, you’ve got them. I can’t get enough good paying clients to support my family. I’ve got clients, I just can’t get them to pay me. I can’t get
“Burning Desire Epilogue” Last week I wrote about Anita, whose loving parents and brother did all they could to discourage her in her burning desire to open her own business. I told you how by encouraging Anita not to let anyone dampen that burning desire, I helped her launch a successful telemarketing business, and how
