[Video] Are You Even Proactive, Bro?

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Never Stop Prospecting. Ever.

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I recently started running again. It's incredibly difficult to start running when you haven't run in a long time. You don't have the stamina, and your body hurts from the stress, especially your joints. And your form is poor, so you're expending way too much energy for the actual … [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...]

On Picks and Shovels

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My friend Thad sent me a graphic he found on the web. The graphic shows what it describes as the old model of sales and the new model. The old model sales model includes three items: cold calling, qualifying leads, and sales demos. The new model shows social networks, educating, … [Read more...]

Take the Path of Most Resistance

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Electricity follows the path of least resistance. So does water. And so do too many salespeople. Your very best prospects already have a partner who provides them with whatever it is that you sell. They trust that partner, and as far as they know, they are completely satisfied. … [Read more...]

Video: What Are Dream Clients?

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Why Your Dream Client Refuses Your Request for a Meeting

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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...]

How to Measure the ROI on Social Selling

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Maybe you’re having trouble proving the return on your investment of time and energy in social selling. Let's see how social stacks up. Your ROI on Activities What is your return on investment for sending a thank you card to a prospect that took your call or connected you with … [Read more...]

Why Can’t I See You?

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My client said, “Why can’t I see you.” The reason he couldn’t see me is rather simple. I called him from my cellular phone, and I was driving the through Starbucks. The phone was on the seat next to me. He expected to see me because I called him over Skype, and we almost … [Read more...]

Who Will You Be This Week?

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It’s a brand new week. Who will you be this week? Will you be the person that you promise yourself you’ll be? Or will you be the person who breaks those promises? Will you be the person who keeps the promise to block the time they need to prospect, to open relationships, and … [Read more...]