The Single Biggest Thing an Advisor Can Do
Most of you reading this are advisors, in some form or another. That’s obvious if you’re a consultant, accountant, or lawyer. Also if you’re a financial planner, account manager, executive…
Trust Matters, The Podcast: Managing Missed Client Deadlines (Episode 11)
[av_textblock size='' font_color='' color='' av-medium-font-size='' av-small-font-size='' av-mini-font-size='' av_uid='av-iq141s' admin_preview_bg=''] This is the newest of Trust Matters, The Podcast. Listeners submit their personal questions about professional relationships, trust, and business situations…
Blurring the Line Between Sales and Marketing
I got an email from, Ralph, the 50-ish owner of a small consulting firm. He had three competing offers to buy his practice, and a few complicating life factors. He…
Trust Matters, The Podcast: The Cult of Closing (Episode 10)
[av_textblock size='' font_color='' color='' av-medium-font-size='' av-small-font-size='' av-mini-font-size='' av_uid='av-iq141s' admin_preview_bg=''] This is the newest of Trust Matters, The Podcast! Listeners submit their personal questions about professional relationships, trust, and business situations…
Being a Competitive Seller vs. Being a Trusted Advisor
“What are the most important personal attributes for finding the right balance between being a trusted advisor, and being a competitive seller?” That was the question teed up by a…
Trust Matters, The Podcast: Creating Trust While Filtering Lukewarm Sales Leads (Episode 9)
[av_textblock size='' font_color='' color='' av-medium-font-size='' av-small-font-size='' av-mini-font-size='' av_uid='av-iq141s' admin_preview_bg=''] This is the newest of Trust Matters, The Podcast! Listeners submit their personal questions about professional relationships, trust, and business situations…
Trust Matters, The Podcast: How to Establish Trust When Managing a New Team (Episode 8)
[av_textblock size='' font_color='' color='' av-medium-font-size='' av-small-font-size='' av-mini-font-size='' av_uid='av-iq141s' admin_preview_bg=''] This is the newest of Trust Matters, The Podcast! Listeners submit their personal questions about professional relationships, trust, and business situations…
Sex, Lies and Memory. And Trust.
She says he sexually assaulted her. He categorically denies it. Surely one of them must be lying, and a Senate hearing is the right place to get to the bottom…
Working Too Hard to Make the Sale
Let's talk about working hard. Maybe you think you're not working hard enough; maybe someone else is guilt-tripping you into thinking so. On the other hand, maybe you're worried about…
Why Crying In Your Beer is Just a Waste of Good Beer
(Today's post is a rework of an earlier one, focused on trust and reciprocity of emotions). One of the great things about country music is how it speaks to the…