Facing the Two Types of Fears

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There are only two types of fears that may prevent you from succeeding. Innate Fears The first type are inborn, innate fears. Everybody has these fears at some level, even if they’ve learned to ignore a good many of them. Most of these fears are around physical pain or death. … [Read more...]

Being Small Makes You Smaller

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You don’t make yourself bigger by making other people smaller. You can’t drag enough people down to build a big enough pile on which to stand and be taller. That doesn’t make you bigger. You can’t draw positive attention to yourself by making other people the focus on your … [Read more...]

Tonight People Are Afraid

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Tonight people are afraid. In some places they are afraid for their lives. They are afraid for the lives of their families and loved ones. They are afraid for their communities. Their fear is very real, and for many the danger they face is very real. Some fear others who don’t … [Read more...]

5 Reasons Your Prospect Doesn’t Buy (And What To Do About Them)

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Yesterday I had a Facebook chat exchange with my friend, Chris. We were chatting about why people who know they need to change don’t buy when what is being sold will help them. Here are five reasons your prospective clients don’t buy and some ideas about how you can better serve … [Read more...]

What the After Picture Is Missing

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When you look at the “after” picture, you can't see the actual work it took to get there. You only see the statue after all that was unnecessary has been chipped away. When you see the after picture without the “before” picture, you assume it was always as it is now. But it … [Read more...]

Mandela!

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It doesn't take courage to seek revenge on those who have harmed you. It takes courage to forgive them. It doesn't take courage to fight your enemies and adversaries. It takes courage to engage with them and find a way forward. Mandela's shoes are too big to fill. Fortunately, … [Read more...]

The Heart of Your Results

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Why aren’t you getting the results you want? What has to change for you to improve the outcomes you're getting? Your Beliefs: There isn’t any factor that has a greater impact on your results than your beliefs. Your beliefs are your values. What you believe drives your actions, … [Read more...]

Fearing the Wrong Dangers

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You fear the wrong dangers. You fear asking for commitments: Your fear of asking for commitments is based on your belief that your prospective client will say “no” and that you are unprepared to respond appropriately. Your fear of asking for commitments may also  stem from the … [Read more...]

Build Your Own Burning Platform

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It isn’t easy to change. Our brain tends to shut down the desire to improve ourselves and our situation as soon as we are comfortable. As long as we don’t experience too much pain, we don’t change. Even if we know we are capable of more, if we could gain pleasure, we still don’t … [Read more...]

The Difficult Choice Is Easy

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Some things that you might believe make selling easier actually make it far more difficult. You might believe that lowering your price makes it easier for your client to choose you over your competitors. But lowering your price lowers the perception of value that you are … [Read more...]