“I want to have some time to think or to plan, or to just take a day off,” Ron, a regional sales manager, recently told me. “Can’t your assistant help take some of the workload off your shoulders?” I asked. “Right now,” he responded, “I don’t have an assistant. Terri, my former assistant, left four…
“I need to learn some new prospecting strategies,” Erin, an advisor in the Midwest, was telling me. “I’ve done okay,” she continued, “But what I’ve been doing doesn’t seem to be getting me anywhere lately.” I asked Erin about her practice. “How many clients—households—however you measure it, do you have now?” “About 300,” she advised.
QUALITY, Not Quantity: Leverage Existing Relationships Read More »
When my daughters were little, I used to love to read them a particular book. The book is so seemingly outdated that it has only recently been revived from out-of-print status by the miracles of internet shopping (and used copies now sell for just a cent). It’s called Simple Pictures Are Best. It’s the story of a farmer
Recently, my friend and colleague, Lynn Schaber, told a story in her own weekly e-letter that I felt inspired to share with you here: Over 20 years ago, Lynn heard a tale from speaker Danny Cox, a professional trainer—the “Sonic Boom” Salesman. He was known for his work as an Air Force spokesperson, addressing communities
There’s a conjecture I like that we were all born geniuses—Einsteins, Mozarts, and Picassos—and that somewhere along the way, many of us lost that heightened quality. I’m not saying that we’re all duds now, nor that we all had perfect IQs back then. I’m referring to “genius” as that special spark or talent—in anything—that’s far beyond
When we were children, and we ventured out of our safe neighborhoods, we learned, “It’s not ok, back away!” But if you’re chasing your dream, the OLD response is inappropriate. Now, when you reach up and out, you need to learn that it’s OK to be afraid. Want to talk about overcoming your fears?
