KNOW Your Value.

“You want me to call up my previous clients, just to see how they’re doing?” my client Alicia asked me two weeks ago.  She was astonished that I would suggest something so forward. “Isn’t that unprofessional–or unethical?” she continued. “Do you care how they’re doing?” I asked her. “Well, of course I do,” came her reply. “Why, then, would

You Can’t Count the Time You Spend Washing Socks

Many professionals complain about the long hours they work.  For some, at least, all those hours are being compensated.  These professionals are moving and shaking because they want to make as much money as possible—even at the cost of family time, recreation, and often, their own health.  It’s difficult to be sympathetic about their complaints,

Put Referrals on Your Agenda

A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his practice by asking for introductions. “I ask my clients about people they know who could use my help,” he told

Jan 23 2014

DOWN with The Elevator Speech…

I was listening to an old interview with Michael Port last week, and I smiled when the subject of “elevator speeches” came up.  “We hate giving them,” he told Louise Crooks of BlogTalkRadio’s Keys to Clarity, “And we hate listening to them.  Why, then,” he continued, “Do we keep making them?” Despite plenty of sales

SERVE, and Grow Rich

My friend and colleague, coach and author Steve Chandler, recently wrote this: “Most people try to move toward wealth in embarrassing, clumsy ways.  They have cynicism programmed into them from an early age.  So they want a course called Manipulate and Grow Rich, or Network and Grow Rich or Win People Over and Grow Rich.” “They see

Dec 18 2013

CONCEIVE It, BELIEVE It, ACHIEVE It!

A few years ago, I was asked to give the keynote address at the Thirtieth Anniversary Celebration of Princeton Toastmasters.  I decided to speak about Napoleon Hill’s discovery in the 1930s that the wealthiest and most successful people of his time were all following the same Simple Success Formula: If you conceive an idea for