What It Takes to Produce Higher Quality

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Quality = Investment + Time + Effort Quality requires a greater investment. Quality costs more to produce. If you start with cheap, poor quality inputs, you automatically end up with poor quality outputs. It costs a good bit more to begin with higher quality inputs, but the … [Read more...]

How To Invest In Your Personal Growth When You Are Broke

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Anonymous writes: “I want to improve myself, but I don’t have any money to invest in programs.” Even though you may not have a lot of money right now, you have to invest as much as you possibly can in your personal and professional development. In fact, if you don’t have money … [Read more...]

What the Problems In Your Sales Funnel Reveal

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You can find sales problems by looking into your funnel (or pipeline, if you prefer). Top of the Funnel Top of the funnel problems are easy to identify. If you look at the value of your pipeline and the number doesn't change from week to week, you are staring down the barrel … [Read more...]

Make These Resolutions and Make Your Number in 2014

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We are fast approaching the end of the year. It’s time to start thinking about—and acting on—next year. Here are some resolutions you might want to make to make 2014 your best year ever. Resolve to avoid shiny objects, shortcuts, tips, and tricks that are fronted under the guise … [Read more...]

On the Usefulness of Recurring Themes

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The themes that reoccur over and over again provide you with strong evidence. The reoccurrence of the same problem or challenge is strong evidence that you need to change. The recurring successes provide evidence that you should do more of what is working. Recurring … [Read more...]

Make This Go Faster

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The fastest way to improve your number is to help your clients and prospects make the improvements that they need to make. The fastest way to help them do that is by developing yourself, especially your business acumen and situational knowledge, so that you know how to make a … [Read more...]

Solving the Wrong Problem and Subtracting Value

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The chain restaurant specializing in ribs in my neighborhood was struggling. Their business wasn’t doing well, the quality of experience started to decline, and the restaurant started to look shabby. In an attempt to increase the restaurant's poor profitability, the owner … [Read more...]

The Professional and the Amateur

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The professional never stops studying their craft. They never stop training, and they never stop trying to make the distinctions that allow them to improve their performance. The amateur stops learning as soon as they achieve some basic level of competence. They stop training , … [Read more...]

More Is Not Better. Better Is.

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More clients. More sales. More profit. And how do we get there? More calls. More email blasts from marketing. More clients. More prospects. More transactions. More faster, too. “More” is not “better.” “Better” is better. But more seems easier, doesn’t it? Want more clients, … [Read more...]

What You Should Expect

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Expected Expectations Your dream client should expect you to pursue them over time. They should come to expect your calls, your emails, your invitations, and all of the efforts you put into nurturing a relationship. They should expect you to be unrelenting. They should not learn … [Read more...]

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