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

“Do you want to be great?”

This question usually perplexes clients and they respond with a question like “What do you mean by that?” Engaging in a conversation about their own greatness, they think, would be a sign of arrogance or self-importance, and they do not want to appear “that way.” But most of us want to be great. We don’t

Make It About Them…

How do you get someone to do what you wish they would?  To buy something you’re selling?  To support a position you’ve taken?  To hire you? Among the quotations posted on the board above my desk is this anonymous one: “People will do anything for those who encourage their dreams, justify their failures, allay their

Just DO It!

Quite awhile back, in On Walden Pond, Henry David Thoreau penned one of my favorite quotations: “The mass of men live lives of quiet desperation.”  Later in his book, Thoreau furthers this sentiment by expressing that most people continue suffering all along to their graves, never having “sung their song”. Does this sound like you?