Happy Valentine’s Day! Have you ever been aggravated trying to prove to some “nitwit” prospect that his objection to your offer makes no sense—so aggravated, in fact, that you ended up in an argument with him and, of course, ended all possibilities of ever making him a client? Why was it so important for you
Handling Objections: Give Up the Need to Be RIGHT Read More »
“I can’t get any work done,” one of my clients recently complained. “I’m interrupted so many times each day that nothing seems to get finished. I really need your help to manage my time!” “We can’t really manage time,” I told her. “But we can manage our activities.” Then, I gave her three suggestions for
Work Smarter (cont.): A Lesson in Activity Management Read More »
How many times have you heard some time-management “Guru” say the words above? If you’re like most people, when you hear them, you nod, as if to say, “Yeah, that’s a really great idea!” But you really want to scratch your head and add, “But how do I do that?” People often confuse hard work with struggling.
In early December, my younger daughter, an actress, had a brilliant idea for a New Year’s marketing campaign. “What if I could send casting directors and producers a little moving image of myself somehow—like, they could open a box and there, my reel would appear, before their eyes? Like Princess Leia in her holographic message,
Most of us start our businesses or careers backwards. Instead of figuring out what kinds of lives we want to have, and then making our professional choices as part of strategic plans to attain those lives, we first choose businesses or careers, and then let them take us wherever they decide we can go. Over time, we
Planning Extended: Ask Yourself the RIGHT Questions Read More »
More insurance and financial professionals than I ever expected showed up for my webinar last week on Business Planning for 2013. But I was even more surprised, in talking with attendees in the days that followed, to learn how many of these professionals could not answer basic questions about their essential numbers. Whatever field you’re
