Work Smarter IV: A Fear of Success?

While most people think that the biggest fear we face in our professional lives is the fear of failure, the fear of success is actually much more insidious and damaging. Lisa, age 28, had been earning $40,000 a year at her corporate job and switched to a straight commission financial job working for one of

Work Smarter III: Focus on the Vital Few

“There’s just never enough time to do all the things that need to be done!” Dave, an insurance producer, told me during a recent workshop.  “Is it possible,” I asked Dave, “that you’re focusing on the trivial many instead of the vital few, and that’s why you don’t have enough time?” I explained to the

Take Mighty Swings

Baseball fans know that most of the great home run hitters also have unusually high rates of strikeouts.  The most revered of these players, Babe Ruth, once advised a fan: “Never let the fear of striking out get in your way.”  But most of us are too afraid of striking out to swing hard enough

NEEDY IS CREEPY!!!

A few years ago, my fellow coach, Rich Litvin, decided to try speed dating.  About a month after his first experience, he went to a second speed-dating event, where he ran into another guy who he recognized from the first event. “Did you get many dates from the first one?” the man asked him. “Three,”

Is SUCCESS Ruining Your Practice?

“I think too much business is the worst thing for my practice,” Brandon complained. Brandon is a financial planner who was working with four or five newer clients.  He was worried that he was too busy to be out looking for his next clients, and in a few weeks, he’d have no one waiting in

Work Smarter (cont.): A Lesson in Activity Management

“I can’t get any work done,” one of my clients recently complained.  “I’m interrupted so many times each day that nothing seems to get finished.  I really need your help to manage my time!” “We can’t really manage time,” I told her.  “But we can manage our activities.” Then, I gave her three suggestions for

Work Smarter, NOT Harder

How many times have you heard some time-management “Guru” say the words above?  If you’re like most people, when you hear them, you nod, as if to say, “Yeah, that’s a really great idea!”  But you really want to scratch your head and add, “But how do I do that?” People often confuse hard work with struggling. 

Ask a Thousand People!

My friend and colleague, Julie Blake, recently related this story to a group of coaches to which we both belong.  She was talking with her son Josh on the way back from YMCA winter camp: Josh: Mom, I asked a girl to dance with me at the camp dance. Mom: What did she say? Josh:

Don’t Ask, Don’t Listen

Many of you declared your employment independence some time ago.  You walked out of your jobs and into professions of your own.  Now, you would call the shots. But when the pride and excitement settled, one of the first things you may have noticed is that your business lives could be lonely.  And you still wanted

As If Your Life Depended on It…

I pushed too hard the other day.  Or did I? I was trying to get Janis, a relatively new financial services representative who works at a branch of a large insurance company, to take the last available seat in my workshop program.  I had offered her help with the tuition, and she had committed on