Right Now

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Right now you could be nurturing your dream client. You could be reaching out to communicate something of value that they could use to immediately think differently or produce better results in their business. Right now you could be prospecting. You could be on the telephone now … [Read more...]

Negativity and Proximity Deprivation

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Once you recognize that someone on your team is negative, you have to begin the process of removing them. The longer you wait to remove that person, the more you risk the rest of your team. Negativity is the only cancer that spreads by contact, and leaving the person in their … [Read more...]

So You Want to Be a Trusted Advisor?

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Are you willing to tell the truth, even when it may cost you your … [Read more...]

Before You Take Another Bite

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Four years ago you introduced a new sales process at your sales kickoff meeting. You certified all of your salespeople in the new process. Everyone was excited, and the new process was all anyone—especially leadership—could talk about for months. About three months. The year … [Read more...]

What A Leader Must Do

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Vision. Mission. Purpose. Then these: A leader must believe there is a way. Strategy is nothing without belief. And if you don't believe, no one else will. A leader must be a teacher. A leader teaches business, teaches values, teaches strategy, teaches empathy, teaches … [Read more...]

Episode 30 – On Mindset with Hector LaMarque

I tell this story on the podcast, but here it is again. One day I received an email. It just had a phone number for me to dial. When I called the number, it was Hector LaMarque, National Sales Director for Primerica, speaking to his sales force. He read them part of some post I … [Read more...]

What I Would Tell My Younger Self

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My Teenage Self You know you really are an asshole sometimes. Your Mom is raising four kids by herself and you can really be a selfish, little bastard. Start helping her, damn it. Remember to thank the good people at the restaurant later on in life. They gave you a job and fed … [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...]

Why I Write What I Write

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I write about caring because I believe it lies at the heart of trust and relationships. In the end, you are going to measure your life by your relationships, including your relationships at work and with your clients. I write about value creation because I believe that we have a … [Read more...]

Your Before and After Picture

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I am riffing on this idea that my friend Chris wrote about. He said that no one cares about your “before” picture unless you also have an “after” picture. Some time ago I wrote about a friend of mine who gave a speech in which she did just that and how she left all of us in … [Read more...]