Connections That Can Be Trusted (Issue 493)

In which we discuss the power of referrals rather than magic words to secure appointments with prospects. In our neck of the woods, Harry Potter movies appear on various cable channels almost as frequently as “storm chaser” programs featuring lunatics who chase or who are chased by tornadoes. Read more »

Under Control (Issue 492)

In which we are reminded to stay focused as we pursue our sales goals. Eight a.m. Saturday broke a crisp, golden sunny, glorious October morning as the contestants in the Head of the Charles Regatta began their events. Read more »

Too Quick to Answer (Issue 491)

In which we are reminded that we need to understand the question before we answer. “Will this engagement address commercial real estate loans?”,  one of the executives in the room asked. Read more »

Reasons to Meet (Issue 490)

In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach. We’ve just received notice that a local “light opera” company is planning to perform the musical, The Music Man, in a few weeks time. Read more »

Mother, Please! (Issue 489)

In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions. Frank is one of our neighbors… smart, funny, knowledgeable… and I do my best to avoid conversation opportunities with him. Read more »