In which we discuss strategies for obtaining a larger share of the high margin business. “Hey, why can’t I have that? … Why did he get so much more than I did?…. That’s not fair!” Sound familiar? Ever said those words or had those thoughts as a child or as an adult? Read more »
In which we are encouraged to define target prospects more carefully for referral sources. Our rainy summer in New England this year reminds me of the year I took my children to Cape Cod for a week. Yes, it rained that week, too, and when the sun appeared in strength, we decided to head to … Read more »
On the Fourth of July, there is no other city on the planet in which I’d rather be than Boston. Yesterday, sun and warmer temperatures broke a long string of foggy, misty, cool spring days and the city came alive. We met people from Portugal, Russia, and a dozen U.S. states as we participated in … Read more »
In which we learn a technique to deal with dreaded silence and wandering conversation. “I can’t hear very well, so I talk a lot.” Read more »
In which we’re reminded to dig into details when we ask questions. If you were to ask me, “how’s your house?” I would say, “Great…. a couple of creaks and groans and… just fine” However, if you were buying my house, you’d bring your team of inspectors and you’d find a lot to write down … Read more »
In which we are reminded to prepare for the “meeting after the meeting.” They’ve had a lovely evening together. Dinner, sparkling conversation, and a play, topped off with cappuccino and a deeply chocolate dessert, shared and savored. They’re returning, now, walking up the path toward her front door, both minds spinning. Read more »
In which we’re reminded about the importance of swimming in the water with our clients. One of my children’s greatest fears is that their mother will become the school nurse in their next school, peering into lice, ears, noses, and throats of friend and foe alike. Ugh! Read more »
“Thanks for the discussion. I’ll send you a follow up note summarizing our conversation and next steps.” Sounds like a reasonable way to end a call, yes? “So what?” Read more »
In which we learn the value of asking questions about value. “Why are you doing that?” A daughter’s question to her father while watching him struggle with household task. Read more »
In which we see our value through the counsel we provide. “So, you’ve been working for a bank…. What the h*ll do you know?” Read more »
We Are Seriously Social.