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...]

Episode 33 – The Irrepressible Grant Cardone

Grant and I had tried unsuccessfully to schedule this podcast for a long time. On the fourth try, we finally connected. Grant is an entrepreneur, and author, speaker. But in my view, he is most of all a hustler. I asked him to step into the arena because so many people I know in … [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...]

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...]

A Short Meditation on Fear

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Fear is a powerful foe. It creates a dangerous form of complacency. A fear of conflict prevents the kind of candid conversations that allow you to identify and overcome obstacles. You don't want to bring up the uncomfortable issues that might anger your clients or alienate your … [Read more...]

How to Stop Awfulizing

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Your dream client hasn’t called you back. Up until now, the whole process has been smooth sailing. Now, nothing but darkness. You’re worried. Something’s gone wrong. They’re not calling back. They’ve decided not to move forward with you. Or worse, they’ve chosen your competitor. … [Read more...]

You Have Nothing to Fear But

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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...]

Mailbag: Closing the Sale

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This note comes in today's mailbag: James writes, “I have a hard time closing the sale. I struggle between wanting to be passive and carefree about the deal, and being too aggressive, and then worrying about losing the sale. I have the skills and competency and experience to do … [Read more...]

You Risk More Through Inaction than Action

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You risk more through inaction than you do by taking action. Sometimes you believe that you shouldn’t act—or that there is no action you can take. If you are bold enough to take it, there’s almost always some action available to you. Your Dream Client Says They’ve … [Read more...]