Even Engineers Sell “I’m an engineer, Sandy, not a salesman,” my client Ted pleaded, “Why do you insist on talking about sales?” “Ted,” I asked, “there are a lot of engineers who do what you do out there. Why do clients choose you?” “Wait, that’s not fair,” Ted exclaimed. “You answered my question with a…
Are You Focused on The Right Solution?Keri, a therapist with an MSW degree and state certification who specializes in teen problems’ recently consulted me to help her transition into being a coach specializing in motivating troubled teens.“Why do you want to change?” I asked her. “What will be the difference between your coaching services and
If That’s How You Treat Me, How Can I Send My Friend? A few years ago, Eric, one of my non-advisor clients, asked me to refer him to an advisor who could help him get more life insurance. I happened to have just started working with a husband-wife advisory team in Eric’s state, Andrea and
If That’s How You Treat Me, How Can I Send My Friend? Read More »
Thomas Edison had a ridiculous idea in 1878–to create a safe, cost-effective lamp that ran on… electricity! Everyone knew that attempts to use electricity to create light had resulted in fires, explosions and meltdowns; it could never be used to safely light anything. Edison, however, believed that it was possible to use electricity to create
Waddaywant? Establish a goal, devise a plan to reach it, and… Read More »
Coaches like to point out that there are no problems… just challenges. But, no matter what you call them, if you’re out there working for a living, you’ve got them. I can’t get enough good paying clients to support my family. I’ve got clients, I just can’t get them to pay me. I can’t get
“Burning Desire Epilogue” Last week I wrote about Anita, whose loving parents and brother did all they could to discourage her in her burning desire to open her own business. I told you how by encouraging Anita not to let anyone dampen that burning desire, I helped her launch a successful telemarketing business, and how
