I sometimes ask prospective clients a question I picked up from internet list-building guru, Tellman Knudson: “Whose hero do you want to be?” The question is designed to get a client focused on his target market. Once I know whose hero he wants to be, and he has described his “ideal client,” I ask him…
Before anyone will call you about your services, they have to know you’re there. My friend, Connor, tells a story about a tree limb that fell on his lawn. His wife, Judy, concerned that the neighborhood children could get hurt playing on it asked him to call someone to cut it up and haul it
Why do you do what you do? Sixteen years ago, when my daughter Stefanie was nine and her sister Madi was six, I was dying. I remember waking after my second surgery, following months of suffering, with one horrifying thought: If I didn’t live, who would raise my daughters? Who would teach my daughter Madi
FAIL AGAIN “I failed!” Richard, an insurance salesman, is working with me on growing his practice. He was telling me about his recent attempt to run an estate planning seminar. He had invited his clients and asked them to bring friends. He was counting on 30 people, but he had deviated from our plan and
Happy Valentine’s Day!Thanks for helping me grow this e-letter. I have friends now from as far away as Australia, China and South Africa.This is a day we acknowledge the people we care about. I hope you all know how much I appreciate you.-SandyBut Why Did You Choose to Be Unhappy?Jerry owns a Midwest cleaning service
