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

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

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

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

Mar 20 2014

The Guilt-a-Beast

Over the past two weeks, I’ve been busy producing material that you may find useful. Two weeks ago, Postema Marketing Group sponsored a Webinar I presented called Making Client Referrals Easy.  The entire program is now available on YouTube, just by CLICKING HERE. This week, Sabrina-Marie Wilson released my interview on her acclaimed radio show “Abundant Success”, and it’s

Don’t Throw the “Quit Switch”

At the beginning of his classic self-help book, Think and Grow Rich, Napoleon Hill tells the story of R. U. Darby and his uncle, who went out to Colorado from their homes in Maryland to strike it rich digging for gold. After finding a carload of ore, their mine ran dry.  They dug on for

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

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

Don’t Forget the Most Important Person

If you’re like most people, you found yourself juggling all of the things you had to do this past month, including social obligations and gifts galore, and you may have left someone very important off of your list by mistake…YOU!  If you could have anything in 2014, what would it be?  And why don’t you