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...]

There Are Some You Cannot Save (A Note to the Leader)

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There are some people you are going to struggle to save. Sometimes you will fail. These people need to change. They are capable of producing much better results. They’re smart and they have great people skills. Many of them will tell you they want to change, need to change, and … [Read more...]

The Bigger Why Always Wins

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The bigger why always wins. “I have to make calls today because people are counting me.” You have to take care of you and your family. Not making your calls puts that outcome in jeopardy. That’s a big “why,” isn’t it? “I’m going to browse the web because I want to read all 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...]

A Personal Psychology of Your Design

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You have a personal psychology. You might call it your belief system, your values, or your personal blueprint. But whatever you call it, it isn't really of your own making. You've caught it, just like you might catch a virus. You picked up a good deal of your personal psychology … [Read more...]

Why Can’t You Fail?

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One of the best salespeople I ever managed wasn't at all what you'd expect. She wasn't particularly attractive. She wasn’t gregarious, didn’t have any real sense of charm, and didn’t possess any natural charisma. No one naturally gravitated towards her--even though she was very … [Read more...]

Old Habits Die Hard

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You really want to stop procrastinating, turn off the distractions, and do the work of opening new relationships (or prospecting, if you prefer). But you’ve caught yourself—again—inbox and browser open, attention somewhere else. You want to stop trying to go too fast for your … [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...]

Start Living the Dream

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I took two of my three children to lunch today. As we were greeted at the desk, I asked the young man, “How are you today?” He replied, “Living the dream.” But it was clear from the look on his face and his tone of voice that he was anything but living the dream. That attitude … [Read more...]

11 Observations

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If you are going to be successful, you are going to have to work with people with whom you disagree. The more effectively you can do so, the better leader you become. The fastest and easiest way to get what you need from somebody is to help them get what they need. What they … [Read more...]