Beware the “BUT” Monster “I couldn’t make calls for new business this week like I said I would,” my client, Rick, lamented a few years ago, “Because you forgot to send me the chart you promised.” It was true. I had agreed to email Rick a “Master Sheet”—an Excel spreadsheet that could serve as a…
“What do I have to do to get more of the clients I want?” Todd, an attorney who is trying to become an equity partner in his firm, asked me. “The better question,” I responded, “is who do you have to BE to get more of the clients you want?” Todd was, understandably, confused. “What
OVER-Deliver / UNDER-Promise Your client or customer wants to see a report as soon as possible. It’s almost impossible for you to have it ready before next Wednesday, but under pressure, you promise it to her by this Friday. “Why did I do that?” you ask yourself. Your intentions were good. You didn’t want her
Yesterday, my coach, Rich, called me with only one purpose. He wanted to tell me that I was doing well! We didn’t have a scheduled appointment. This marked the third time in our working relationship that Rich had called me simply to say “Great job!” or to offer his help. I’m telling you about his
As a coach who believes in this work, I have a coach of my own—Rich—who basically tells me the same things I tell my clients. In any profession, we’re always learning. This week, Rich gave me an assignment that I sometimes give to my clients: Identify your five most recent new clients and tell me
I’m fascinated by the reasons that professionals who are feeling stuck, frustrated, or burnt out—or who are not where they want to be in their practices, businesses, or lives—don’t reach out for the help they need. These reasons include: 1) The John Wayne Syndrome: “Real men [and women] don’t ask for help. They figure out
