They wanted to sell a used truck. My son wanted to buy one for his business. He asked me to come along to help negotiate. An enticing ad had gotten us onto their lot. At this point, the truck was pretty much pre-sold. All that was left was to agree on a price that worked […]
When my coaching client Craig returned from the dentist following his unexpected root canal, he didn’t complain about the pain. It was the sign in the reception area that got him: “Payment Expected at the Time Services are Provided.” “I was wondering why the dentist doesn’t have any trouble insisting I pay him now,” he […]
One of my sons regularly takes our dog to the local dog park. Recently, while breaking up some overly rough play between ours and another dog, my son was bitten and needed medical attention. Word spread quickly about the bite. To ward off rumors and gossip, and because the bite wasn’t the result of a […]
A lawyer I was coaching recently felt his sales performance was weak. He had a few prospective clients asking him about his services and “kicking tires” but not retaining him. After discussing the specifics of one such prospective client, I asked him: “what was your goal with this person?” He responded: “To make him a […]
In his introduction to the Trusted Advisor Mastery Program launched in November, 2010, Charlie Green talks about the skills for being a trusted advisor including “doing the right thing, in the moment, as it’s called for.” What does this have to do with cybercrime and spouses? According to an article posted by the Detroit Free […]
Beginning just three years ago, some large firm legal fees reached that amount – about $17/minute – providing fodder for legal bloggers, and Internet articles on a variety of topics, including new marketing opportunities and excessive fees for bankruptcy matters to name just a couple. Only senior lawyers in the largest firms actually charge that […]
Clients first is a good rule; but sometimes we need to see ourselves as a client too.
A good friend of mine, Bob, recently lost his mother. Following the funeral, disheveled and still in mourning he took to the road to return to Boston. Approaching the tolls at the New York Thruway, he tried to slow down and discovered he had no brakes. In the split second Bob had to choose what […]
I love my computer tech guy. He’s smart, savvy and responsive. Never lets me down. And even though I’ve got a small business, without servers and multiple users or even using his enterprise server, he treats me the same as he does his larger clients. While he was logged in fixing my computer problem, he told me […]
When you make a referral, you are transferring your trustworthiness onto another