Blog Category // 2017

My 2017 Balance Sheet

As is my tradition (and one worth considering), my balance sheet for 2017 follows.

2017 Observations and Trends

Of all the observations I made in 2017, here are some of the ones I believe to be most important:

Why You Must Control the Process for Your Dream Client

If there is one thing that I wrote in The Lost Art of Closing that causes people to ask questions, it is the idea that you ...

The Needle Is Found in a Haystack

This is what makes prospecting so difficult. For most of us, there are more non-prospects than there are prospects. There ...

You Don’t Train a Dog Without Also Training the Owner

I once had a dog that was very energetic. I decided he needed training. The trainer insisted that I attend the training, ...

 Here Is How You Are Becoming a Commodity

There is this thing that you do that causes your prospective client to believe you are a commodity. When you do this, even ...

If You Want Better Outputs, Focus on Improving Inputs

Yesterday I published a post on the idea that we like measuring objective inputs, mostly because they are easy to count. ...

Measuring Objective Inputs and Subjective Outputs

I’m on record here and here and here saying that when too little activity is your problem, then more activity is what is ...

Overcoming Toxic Culture Through Mastering Civility, with Christine Porath – Episode #99

It should not come as a surprise that some of the most important things in life are the most basic. Civility is one of those ...

My Digital Age Journal

I have always been jealous of people who keep journals. I’ve never maintained that discipline as well as I have wanted to. ...
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