Even Engineers Sell

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?

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

Burning Desire Epilogue

“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

Don’t Let Anyone Dampen Your Burning Desire

Don’t Let Anyone Dampen Your Burning Desire. At 23, right out of college, Anita took a job with a large payroll processing company that sold its services to small businesses. She learned to cold call, both on the phone and by walking into business locations in retail malls and industrial parks. At 25, Anita was

It’s Not a Secret

It’s Not a SecretLast Christmas, I sent some of my clients a video produced in Australia called The Secret, based on a book by Rhonda Byrne. At the time, the book and video were still pretty much a secret. About a month ago, Oprah discovered The Secret, and now the stores can’t keep the book

RE: Don’t be an apple

BE FIRST, BE DARING, BE DIFFERENT I opened up a fortune cookie last night and read: “To Be Successful In Business Be First, Be Daring, Be Different.” I dropped the little slip of paper into my near empty coffee cup. As I was discarding the cup, however, it struck me that this fortune extolled the

Why not just fail again?

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

Why Did You Choose to Be Unhappy?

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

Certain success is guaranteed this year if . . .

Certain Success This Year Is In Your HandsDo you feel really successful right now? If not, when do you feel that way?If I ask someone to identify successful people, he or she is likely to name people who are rich—or, as one of my daughters used to say, “way rich” or “way famous,” using external

Stop Making Resolutions

Stop Making ResolutionsSo, what’s new?Thanks for subscribing to REACHING… I’m excited about how quickly it has grown and the direction it has taken over just a few years. I hope you’ll stay with us as we evolve.Here are some of the changes you’ll discover this year: Beginning this month, REACHING… will be weekly, instead of