Stay Hungry. Stay Foolish.

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

Make an Offer, and Let Them Say “No”

Nineteen 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

Too Many Clients

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

How to Lose Your Clients: 7 Sure Strategies

Today I want to give you some pointers on how to lose clients.  Losing good clients is relatively assured if you follow these simple directions: 1. Avoid regular communication. Make sure that you never let clients know what the status of their case is.  Don’t proactively report to them on a regular basis, whether you’re

It’s Okay, but Can I Ask You Why?

In conversations with clients and prospective clients, all professionals and salespeople eventually run into what is commonly referred to as an “objection”. Most initial objections, however, are not really objections at all.  They’re Automatic Negative Responses (ANRs). You walk into a department store to buy a picture frame for your mother for her birthday.  You