Insights

Do you have “fuzzy” goals? A few months ago I set a goal for Q4 of 2019.  One so big, I didn’t even fully believe it was possible. But I thought it’s something to stretch for. So I told my team: “Here’s the goal, here’s the plan to hit the goal, here’s what we need […]

If you’re stuck spinning your wheels… The reason is probably very simple. You just might not have a very clear picture of where you’re trying to go. And that’s tough to get clarity on. C-level execs, presidents, founders…  Anyone with any real measure of control over the company… These people almost always find it very […]

I think all of us, at some point, have our “Doctor Strange” moment. If you’ll forgive the dip into pop culture… In the Marvel movie Dr. Strange, there’s a turning point where the Sorcerer Supreme tells the arrogant, self-centered Doctor Steven Strange:  “It’s not about YOU.” And if we go past the surface level, I […]

Imagine you’re arguing with Martin Luther King Jr… Against civil rights. Spoiler: You’re going to lose. Not necessarily because MLK is eloquent, or because he’s right. He’s clearly both of those things. But that’s not the reason why he’s going to mop the floor with anyone who argues against him. He’s going to win because […]

Nobody buys a nail. That’s part of an old copywriting saying. “Nobody buys a nail… they buy a hole in the wall.” We aren’t selling leather, metal, glass, all these materials that make up a car. We’re selling the performance, the identity, the status that comes from owning a Rolls-Royce.  With me so far? It […]

You’ve probably seen my YouTube ad about the hustling consultant. He’s on the streets begging for consulting work. And when he calls me (for help growing his business) I ask him about his targeting. And he says, “Well, I’m targeting CEOs…” And I’m like “Well, they aren’t on the street.” And that is exactly what […]

I’m working with probably a dozen consultants right now who have so much to offer… but there’s a problem.  They’re a little afraid of putting it to the market because they don’t know how the social media masses are going to respond.  And I get that. I have that kind of fear a lot, actually.  […]

“You put out SO MUCH content… do you have a team of copywriters and videographers locked up somewhere? What’s going on?” Unfortunately, I’m not allowed to keep a content team locked away in the basement…  Yet, we do manage to churn out content day in, day out, 25/8. Here’s the key I found to create […]

Do you have the pedal to the metal? Hyper-productivity mode engaged? Stop it. No matter where you want to go, it doesn’t matter the speed at which you get there. I think the “hustle” is dangerous. Not only because of the low energy, the lack of sleep, the mistakes, the mental weight… But also because […]

When do prospects make a buying decision? Usually, when someone has decided to buy, that decisions is made BEFORE the sales call.  The decision can be made MONTHS in advance. That’s true for most purchases, regardless of the price tag. Services, appliances, houses, cars, etc etc. We’ve all pretty much made up our minds to […]