These are the times that try men’s souls

April 16, 2009


Has the time come for you to reinvent yourself or to get your skills updated? I have done so several times myself.
Brian Tracy, Motivator and Speaker talks about “Zero Based Thinking”. It means knowing what you know now, what would you do more of, less of or perhaps not at all? I recommend that you do this each quarter. Is it time to drop some activities or to take a new direction? Do this exercise ASAP. Then TAKE ACTION
I am currently working on an EBook and exploring 2 new business ventures and I recently got some good press in a Staffing Industry Magazine.
Working with an Executive Coach, SI Review April 2009
Posted Date: 3/31/2009
Issue: Staffing Industry Review Magazine
April 2009 Issue
How about you? Do you want and deserve a higher and better vision for yourself. Do you need to break out of a rut?
• Review your goals – are you on target?
• Block time on your calendar each week for the most important activities.
• Indulge in self care. Take care of yourself
• Get yourself a Coach or an Accountability Partner


Selling Strategies for the NON Sales Professional is the title…

February 24, 2009

           ….of my book.   Running a service business is hard enough, but you also have to be able to sell your services in order to STAY in business. Who knew that you would need to have sales skills in addition to being good at your profession?


Sales training may NOT be what you need in order to succeed at developing your confidence and your selling skills. There are a number of things that you can do regularly to increase your contact with prospective customers. Some of them are:


  • Overcoming the fear of rejection
  • Learning how and where to network
  • Discover what “speed bumps” of yours are holding you back from selling your services effectively


Clients choose YOU before they hire you to perform a service for them. You must be able to sell yourself first. Check out my book on, or on my website to read an excerpt.

Better yet, get a copy of my book! You can be your own coach with this interactive workbook. I wrote it for you to be able to get much of what my clients get from me as their coach. Use the techniques that I share here and you will grow your business NOW!

I am passionate about helping people to succeed in their business. I will give you practical support for the price of a few Lattés.



Communications Skills 101

November 14, 2008

If you want to be a good communicator and also a good persuader you will need to learn to not try too hard!  That is surely counter intuitive. If people sense that you are trying to hard to persuade them they may resist you says Kurt Mortenson in his book; “Maximum Influence”. People need a reason to trust you before they will accept what you are saying.  Listening builds trust.


In order to listen well you will need to get comfortable with the silent spots in a conversation. When someone stops talking you will need to develop the discipline to keep quiet and be patient long enough for them to start speaking.  I once had a boss who was a master at this. It is unbelievable what you would wind up telling him just because he went silent.  People will open up to you if you create the conditions for that to happen.  When you learn from them what they are most interested in or concerned about then you will be able to give them a targeted response. This much more effective and persuasive than presenting a laundry list of things that you hope will win them over.


Introverts tend to listen more than they speak. That is because they need to think about their statement and responses. Studies have even shown that introverts often out persuade extroverts because they ask more questions and are inclined to listen more.


Try to listen more for the next week and then just see the results for yourself. It only takes a few weeks to develop a new and better habit.

Be “On Purpose”

August 25, 2008

 MEMO TO: All Professionals


Way back when I was a Naval Air Reservist, I saw the pilots going over their check lists every time they got into their airplane.  I remember thinking “don’t they know what they’re doing”?   They sure do, but they don’t leave even small details to chance or to recall.


I invite you to think back to when you were still new at your job. I’ll bet that when you approached your work it may have looked like this. You were prepared; you planned out the details, packed your sales kit, or planned the meeting. Then you went on a mission to lead the team, get new clients or whatever your job requires as an outcome.


Fast forward to the present: do you “wing it” most of the time or do you work without a checklist? Do you approach each situation with a plan or with an outcome in mind?


Be basic, make lists, take time to prepare and you will have greater confidence and greater success in all that you do.


What you Gonna do for me???

July 29, 2008

A woman stood up and interrupted a local politician who was speaking about all the wonderful things that his administration was doing for the community.


  “I’m a single mother with 3 kids and I wanna know…What you gonna do for ME?


Our clients, employees, or our bosses don’t usually shout that out in our presence, but you can bet that is what they are thinking. Whoever your “customer’ is you need to be answering that question for them or there is no lasting relationship. Take the time to strategize about what your target audience wants. Then be sure to deliver that to them and you will close more deals, have more productive employees, or a happier boss.


It’s not real complicated. You get what you want by helping others to get what they want.


Quit Wishin’ & Hopin’

June 22, 2008

 …..that business will get better. Get out there, create a sales process, and stick to it. When I work with a very small business (just the owner or the owner and a couple of employees) I’ll often find that the owner started off with a plan to bring in business, but they get a little weary and then slack off.  They need to pick the kids up, or the car isn’t running well, or there is SOOOooo much stuff to do in the office that they just can’t get out there often for the purpose of business development. UGH!  Then business dries up and they hit the road again to stir things up and then the cycle repeats.  It is important to have a plan and to work that plan. Schedule your time so that you always do the business development part. You can catch up with paperwork in non prime time or on the weekend. It takes a massive effort to get a business rolling, if you coast too long you may start a slide that is steeper than you imagine.

Solve a Problem – make a sale

May 26, 2008

That’s right if you are not meeting a prospects’ need or not solving a problem you don’t have a sale. So how do you know what their issues are?  Asking directly might work, but often prospects are not clear themselves.  Ask questions like; if you could have the ideal relationship with your CPA ( or your service) what would that be like?  Can you tell me what you like most about your current relationship  with your_______?  Then listen and ask “what do you like least?  Bingo, you have it.  Asking questions and sincerely listening will often provide the clues as to what a client wants, lacks, or needs.


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