The proliferation of tools, apps, and modern business practices has increased the number of distractions with the power to interrupt your work to a number just shy of infinite. When email was new and novel, a chime to notify you of a new message…

Your results begin in your mind. What you believe impacts the choices you make, positive or negative. If you hold unhealthy beliefs, beliefs that conflict with reality, you will not produce the results you want. In a contest between your beliefs…

The competencies and character traits that make one an effective leader are too many and too varied to compile on a single list. While there are as many ways to be an ineffective leader, this list of ten missing ingredients is a good start to what…

The way we prospect now is to use campaigns, a series of communications over time, designed to result in a meeting. Campaigns generally use multiple mediums, and when done well, communicate a message that proves you can create value for your…

The word “objection” is technically correct as it relates to the words your dream clients use when they say no to your request for a meeting. It is “a reason for disagreeing.” Over time, however, I have come to realize the objections…

An airplane spends most of its time in flight off course. The pilot has to make course corrections continuously. Without making the necessary adjustments, the pilot and the plane would not reach their desired destination. An airplane moves fast…

You cannot win if you have already lost in your mind. If you have given up and accepted defeat before you have even tried, you have eliminated the possibility of winning. The certainty that you cannot win becomes a self-fulling prophecy, and it…

There are four levels of value you can create for your clients. The first level is the value found in your product, a level that, while being important, lends itself to being commoditized. The second level is the experience of working with you and…

There are many differences between those who succeed and those who struggle. However, there is one difference that dominates the list, and this single factor may be the root cause of the others. The difference in succeeding and struggling is what…

The idea of creating value can easily be summed up as helping your clients. The more you help your clients, the greater their preference to work with—and buy from—you. Here are nine ways you help your clients and create a preference to work with…