Let Them Bring Their Blankets…
Everyone has fears that are not based on anything real. If you find that clients are backing away, don’t be impatient, get creative.
The REACHING Blog
Whose Hero Do You Want To Be?
I sometimes ask prospective clients a question I picked up from internet list-building guru, Tellman Knudson: “Whose hero do you want to be?” The question is designed to get a client focused on his target market. Once I know whose hero he wants to be, and he has described his “ideal client,” I ask him
Set It…And Forget It!
“Set it…and forget it!” the announcer tells us about the rotisserie oven he wants us to buy. Get it started, set the timer, and walk away. The bell will ring when the chicken is done and the cooking will stop on its own. You won’t overcook it. I like to use this phrase when I’m
Concentrate On One Room Until It’s Done
Ron, an insurance agent in the northern part of Texas, had the worst sales record for life insurance in his branch. “I want to do better,” he told me during our first coaching call, “but I guess I’m just afraid of prospecting.” I asked Ron if he had ever talked with his more than 600
Maybe You Didn’t Ask Enough Questions
A member of my e-letter family, Paul, wrote me to tell me he liked the “date” analogy in my article, Stop Asking For Referrals. Paul shared an experience many of us has had: I met with a couple in their sprawling suburban home. They were worth at least $13 million dollars. Some of that money
Should I E-mail or Call Him?
Don’t get me wrong, I’m not about clinging to the “good old days” when thank you notes were sent on stationery and not via e-mail, and people used their mouths to have every day conversations instead of their fingers. I e-mail and text with the best of them. But certain things are best done the