A (Better) New Year’s Resolution
Twelve years have passed since I first wrote the following thoughts on New Years resolutions. Frankly, it was good. And frankly I haven’t been able to write a better one.…
Trust Matters, The Podcast: Scope Creep & Client Trust (Episode 15)
[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: Competing on Competitors’ Lower Rates (Episode 12)
[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…
Tell Your Client Why They Don’t Need You
No, I'm not crazy. (Well, not because of that headline, anyway). It's actually a serious admonition. Here's why, and how. ---------------------- I suspect you want your clients to trust you.…
Trust Matters, The Podcast: Why Won’t My Client Say ‘YES’? (Episode 2)
[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 Episode 2 of Trust Matters, The Podcast! Listeners submit their personal questions about professional relationships, trust, and business situations…
Don’t Let It Ruin Your Day
Is your child driving you nuts with their self-destructive behavior and refusal to listen to your hard-earned wisdom? (Alternatively, are your parents driving you nuts with their constant attempts to…
How Trusted Advisors (Should) Think About “Business Development”
When you think of business development, what is the first thing that comes to mind about the purpose behind it? If you thought "to drive sales," then this post is…
Question Obsession: The Consultant’s Nemesis
Do you go into sales meetings – even meetings with your existing clients – with a slew of prepared questions? Do you constantly find yourself asking question after question in…
A Better New Year’s Resolution
Eleven years have passed since I first wrote the following thoughts on New Years resolutions. Frankly, it was good. And frankly I haven’t been able to write a better one.…
It’s Always Risk-on for Selling
In the financial trading community, there is a concept called "risk-on, risk-off," or RoRo for short. It refers to the general market sentiment at a point in time. Simply put,…