Last week, I stopped working with Ed, a financial advisor in Michigan. Ed wanted me to give him the “magic formula” that would double his income. He wanted to get results he hadn’t been getting by merely learning some “new tricks”. Most importantly, he wanted me to motivate him. Ed didn’t want to do the
Troy is the National Account Representative for a company that provides and maintains Point of Sale (POS) software. His job is to generate long-term service contracts throughout the United States in chain stores utilizing his company’s systems. Troy is constantly making calls, but he only earned $50,000 last year. In the current economy, he is
Marianne is a therapist in northern California who works with families with troubled teens. She has, over the past fifteen years, created a somewhat successful practice. But she recently consulted me because she was worried that the economy had made it difficult to keep her practice full; she felt that she was no longer making
As I was preparing to present a workshop in Indiana for a room full of financial professionals, I overheard a small group of them discussing fishing. “Chris,” I called out to one of them at the beginning of the workshop, “When you go fishing, are you looking for just anything that will take your bait,
Two weeks ago, I wrote about the problem that occurs when a prospective client runs “hot and cold”—approaching you as if he’s interested and then blowing you off as if he’s not. I called this phenomenon the Approach-Avoidance Tango, because it has the air of a dance. After reading my advice, Mitch, one of my
I couldn’t help thinking of Charles Dickens’s A Christmas Carol this week. Ebenezer Scrooge would have died a lonely, miserable man with no one to say a kind word on his behalf…if something unexpected hadn’t happened. In his case, that something unexpected was a ghostly encounter with his past, his present, and his future. Every
