Ask for What You Need.

Let’s talk movies.  My father loved the “lone hero” characters played by Gary Cooper, who faced off with all of the bad guys virtually solo in the 1952 movie High Noon. To my dad, Cooper represented the idea that action heroes had to find their way by themselves.  Dad believed that strong, successful people don’t

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

Clean Out Your Attic…Forgive Someone

Last year, I did not take my own advice, and I lost my temper with a vendor. I suggested that a price was too high and the vendor, Erica, went ballistic in her email response, saying, essentially, “How dare you question my price after working with me in the past?” My response was less than

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

Focus on Where You Want to Go–Not the Wall!

If you’re racing toward a curve and you focus on the wall you don’t want to hit–you’ll probably hit it. Race car drivers like Scott Dixon and Jimmie Johnson know that whether it’s a wall or a wreck in front of you, your focus needs to be on where you want to go, not the

What Are You Seeing?

When you look at your practice (here you can also insert “business”, “career”, or “life”), what are you seeing? Is there a picture of how you want it to be?  A compelling vision that drives your work and interactions with people?  Are you on a mission to bring your message or your help to more

Choose to Make Time for YOU

I received this letter recently from a real estate broker: Dear Sandy, Perhaps you can do an article on finding time to make appointments with yourself and your loved ones; that is, the ones who aren’t too busy? When and why did this happen?  We have more “time savers” than ever before, but there is

Lost A Big Client? Be an Action Hero!

“I’VE JUST LOST MY BIGGEST CLIENT!“ Edwin, a management consultant I coached many years ago, blurted out on the phone one day.  “What am I going to do now?” Edwin’s one client provided him with half of his six-figure income. The loss was, he told me, through no fault of his own and at the “worst possible

Dare to THINK of What You’d Do

Most of us let our fears get in the way of doing what we love. Seventeen years ago, I was so afraid to let go of my law practice and pursue something I loved, that I honestly believed I simply didn’t know what I loved.  This is the reality with which many of my clients

Embrace. Your. Genius.

There’s a conjecture I like that we were all born geniuses—Einsteins, Mozarts, and Picassos—and that somewhere along the way, many of us lost that heightened quality. I’m not saying that we’re all duds now, nor that we all had perfect IQs back then.  I’m referring to “genius” as that special spark or talent—in anything—that’s far beyond