Throughout my years as a coach and sales trainer, I’ve noticed a sad but interesting phenomenon: Professionals sometimes fail on purpose. A few years ago, I asked a group of coaches who were attending the event at which I was speaking how many of them were there because they needed more clients. All 47 of…
I’m not a big fan of the ‘elevator speech’, because it often leads to a cutesy, stilted, ‘salesy’ presentation of what we do. It’s confining, like the elevator it’s designed to be used in. I’ve been helping professionals for years to understand the importance and liberation of what I call their ‘audio billboard’. If someone
Burt, an independent financial planner who was already making a good living, was looking for a way to further increase his sales. With my coaching help, he started a marketing (“prospecting”) program that was based on my Client Magnet discipline, paying attention to the fact that clients are usually tuned to radio station WII-FM (“What’s
Corey Rudl was an Internet Marketing Pioneer who—in June, 2005—tragically died in a car-racing accident. At only 35 years old, his professional success was already an inspiration to millions of people in both the “online” and “offline” worlds. What follows are the Five Lessons he used to preach to anyone who would listen: Lesson #1:
Most people will immediately identify this question as the classic metaphor for how we view our lives. Do we see them as half-full—filled with joy and wonder, with plenty of room for more? Or do we see them as half empty—devoid of at least half of what we think we ought to have? For at
You need more business. You need responses to your offers. But you’re plagued by prospects who don’t respond to your emails or your calls. Or worse, they “dangle” you like a fish at the end of their rods: They react favorably in the moment, and then become unreachable. You hear, “Yes, we should talk,” and
