Hey you… Yeah, you over there chasing perfection. Pursuing the perfect business… The perfect “vision…” The perfect strategy… You should know: It’s probably counter-productive. I’ve lost count of the # of people I know who seem to be constantly “spinning their wheels.” Ever feel like that? It’s because they’re constant in pursuit of something MORE […]
Honesty First
Has this ever happened to you? You’re having a sales conversation. And things are going really well. (Or so you think). You’re building a great rapport. But then something happens — maybe the prospect gets sticker shock or it seems like maybe the offer isn’t a fit — and you sense them start to pull […]
The Cons Of Success
A wise man once said, “Success is a lousy teacher. It seduces smart people into thinking they can’t lose.” That’s from Bill Gates. And I’m not a billionaire, so maybe the rules change when you reach that level of wealth… But it’s been true for me. And it’s been true for a lot of my […]
Set The Tone
Should I lower my prices? Should I negotiate? Should I agree to the clients’ terms just because I need the money? You know, for all the content I put out… And all the indirect “teaching” I do… I still get this question a lot. I think it just comes from a place of insecurity. People […]
Have Some Fun
One day I woke up and said, basically, “This isn’t fun anymore.” Sure, we’d been constantly growing… But the weight of the systems, the team, everything we needed to implement was really bringing me down. It was adding a lot of stress & pressure. And one day I was just not having it. And that […]
Simple Differentiator
Before making any major decision or any change in your business, I want you to consider this: What are you passionate about? I know at first this might seem a little trite. Maybe overdone. But I actually think it’s not talked about enough! Because as far as determining the direction you go, and where you […]
Think: Leverage
I never really worry about how to stuff every single second of every single day with “productivity.” I’m concerned with a better, more effective version of time management: LEVERAGE. AKA the things you can do that produce a very high return on the investment and time required Consultants can find leverage by asking themselves these […]
The Only Opinion That Matters
For years now, we’ve been putting out an enormous amount of content. And still, probably once a week, I’ll have that moment of doubt… “This isn’t good, this isn’t going to help anyone, it’s going to have 0 impacts.” And yet, when I put it out, I get the comments and the messages back from […]
Credibility vs. Relevance
You know what’s better than letters next to your name? Or all the experience & degrees in your LinkedIn bio? Clients who actually want to engage you. And sure, degrees and expertise and credibility are a part of it. But not all of it. Not even MOST of it. The world is full of broke […]
The New Way To Sell
Big shift in the last few years: Consulting, B2B offerings, services, etc etc… These are all BOUGHT. Not sold. And there’s a big difference. This difference is why a lot of entrepreneurs and service providers have trouble raising their prices. It keeps them on the “hamster wheel.” And it prevents them from forging the trust […]