In 2005, Steve Jobs—CEO of Apple and of Pixar Animation—gave the commencement address to the Stanford graduating class of approximately 5,000 students. “I never graduated college,” he began, and then he told three stories. The first story was about “connecting the dots”. Jobs told how he dropped out of college, but continued to attend classes…
Nick is a successful financial advisor who is working with me on doubling his income this year. He agreed to call me on the Monday following his vacation to talk about the impact his time off had on him, but he didn’t—not on Monday, not on Tuesday. On Wednesday, Nick finally phoned to apologize for
Jenny actually needs your services. You know she does and, more importantly, she knows she does. But when you suggest that you get your work started, she says “let me think about it.” You graciously give her time, but she doesn’t call you again. Then, when you finally do call her, you find out that
You’ll have more success letting a prospective client experience working with you, than trying to explain what you do and how you work.
Thirty years ago, I needed lifesaving surgery. I worked hard to find out who the surgeons with the best reputations were, and then I made separate appointments with each of three doctors who had been most highly recommended. The first surgeon I met with did not impress me one way or another. The second told
While some of my clients would love to have this problem, many of the professionals I work with who have been at it for years actually complain that they have too many clients, and they are concerned that they can’t service all of them adequately. But the real problem isn’t that there are too many
