You Cannot Be a Smart Asshole

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There is no such thing as a smart asshole. You can’t be both of those things at the same time; and if you are the latter, then you are not the former. There are lots of different lines of intelligence. Howard Gardner of Harvard wrote a book making the case that cognitive … [Read more...]

You Don’t Have Enough Time

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You don’t have time to make all of the calls you need to make right now. But you do have the time to make one or two of them. You don’t have enough time to nurture every dream client on your target list right now. But you do have time to make a deposit in one of those … [Read more...]

How to Work Your Sales Funnel

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There is a reason to do work in a certain order, to plan your week, to be a disciplined “me manager.” You don’t always get to decide when you do some of the work that you need to do each week. Some clients need you to be available when it fits their schedule. Some prospective … [Read more...]

When Was the Last Time You . . .

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When was the last time you met with a brand new prospect face-to-face? Was it more than 7 days ago? When was the last time you called one of your dream clients to schedule a face-to-face meeting? Was that call made more than 48 hours ago? When was the last time you nurtured one … [Read more...]

How to Spend Time Thinking

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There is one activity that will have a tremendously beneficial impact on your results: thinking. You mind is always working, but it isn’t always doing the productive work of thinking. Much of the time it is running loops, asking the same questions over and over again, and driving … [Read more...]

The Triumphant Return of Activity Management

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Outcomes are better than activity. If you can only measure one, make it outcomes. A lot of activity produces nothing in the way of results. But look for activity management to make a comeback, and know that the people who need to have their activity measured and managed are … [Read more...]

Why Productivity Hacks Don’t Work

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Imagine that you have a task to complete. You need to roll a 100-pound boulder up a steep hill. It’s really difficult, but somehow you manage to do it. Now, you have to roll the boulder up the same hill again. You’re going to be smarter this time. You look around and find a path … [Read more...]

Upgrading Your Operating System

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I am presently using Apple OS 10.9.3. That’s the operating system that runs my Apple computers. The big number, 10, indicates the major revision Apple made to its operating system many years ago (in fact, it was the introduction of a whole new operating system). The second … [Read more...]

How to Solve the Problem That Is Your Inbox

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Look at the emails in your inbox right now. I don’t have to see your inbox to know that you have a problem with email. We all have the same problem. Some large number of the emails that show up in your inbox each day are commitments that are being made for you without your … [Read more...]

Ruthlessly Prioritize

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You can’t manage your time. Time is something over which you have zero control. You can’t find more time because there isn’t any more. You have all you are going to have, do with it what you may. Even though you can’t find or make more time, you can exercise control over … [Read more...]