Your Before and After Picture

alt text image of a butterfly emerging from a cocoon

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...]

Start Living the Dream

alt text image of the word attitude

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...]

Why Your Dream Client Refuses Your Request for a Meeting

alt text image of two hands reusing an offer

Wasted Time: Your dream clients refuses to give you their time because they suspect that you will waste it. They have experience that suggests that this is true. Salespeople visit with no plan, no real idea as to what they want, and no plan to create value. So, they refuse … [Read more...]

You Have Nothing to Fear But

alt text image of a hand making a scary shadow on a wall

My life has been filled with terrible misfortunes–most of which never happened. –Mark Twain Your mind has an amazing ability to conjure up “terrible misfortunes.” You had an excellent first sales call with your dream client. You agreed on the next steps that would advance … [Read more...]

What They Did to Succeed

What They Did to Succeed

Some dreamed. Some talked about doing something. They started. Some listened to others. Some heard the voice of the critics. They ignored the others. They didn’t even hear the critics. Some never tried because they were too afraid to fail. They failed. Some never tried, … [Read more...]

A Choice of Two Impostors

A Choice of Two Imposters

Many people aren’t living the life they really want to live. They aren’t doing what they want to do, and they aren’t being who they really are. Instead, they’re pretending to be someone else. They’re pretending to be the person that other people expect them to be. It’s easier to … [Read more...]

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