DRAW Them a REFERRAL DIAGRAM!

“I found a new way to talk with clients about referring me,” Ryan, a financial advisor, once told me excitedly on the phone.  “I use a diagram!  I’ll show it to you.” Ryan emailed me a little while later with this: Of course, I was interested, and I called him back right away to have

Boo! Serve, Surprise, and Delight

Growing a practice or a business is way easier than most professionals and service entrepreneurs make it out to be. Their problem is that they’ve been taught that they need to be frantically and furiously networking, buying and then contacting members off of “hot lists”, writing press releases and making public appearances, and bombarding social

Even a DOG Can Do It…

My fellow coach Amir Karkouti shared a story with some of his colleagues recently that I want to share with you now: Some time ago, a team of scientists took a dog and put him in a cage where the floor had a very mild electric current running through it—just enough to make the dog

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

The GREAT Little Marketing Secret: Send a Note Card.

Thank clients for their business.  Thank them for referrals.  Remind them about their appointments.  And do each of these…with a handwritten note.  Find an excuse to send a note card to people you meet, people who provide services to you, and people who you serve. We have all become so accustomed to communicating by email, text,

Small Talk, BIG SALES: Lessons from a Master Moneymaker

Mehdi Fakharzadeh is one of the most successful insurance sales agents in history.  At 92, he is still taking on and servicing clients. Mehdi achieved his success despite starting out with a severely limited grasp of the English language and American customs.  Now, at the top of his industry, he is famous throughout the world—with