Entries by Stewart Hirsch

Asking for Fees and Root Canals

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 […]

Reduce Stress: Stop Selling. Start Helping.

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 […]

A New Cybercrime…Spying On Your Spouse?

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 […]

What Costs More Than a $1,000 Per Hour Lawyer?

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 […]

Trust on the Toll Road

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 […]

How to Soft Sell a Hard Drive

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 […]