Your Best Investment
What’s On My Mind This one’s going to be emotional. Last weekend was a big one. Our older daughter Gabby just graduated from college. It was SO FUN for my wife Becky and I to both to see her all weekend, attend the graduation in person and celebrate all she accomplished: Double major with distinction […]
The Fastest Way To Grow Your Book Of Business
What’s On My Mind How can I grow my book of business faster? This is a common question we get across our team, especially in the short, interactive Impact Sessions we lead for clients. Impact Sessions are 1 and 2-hour live sessions we do for our clients on specific BD topics, from audiences ranging from […]
How To Maintain Momentum Between Meetings
What’s On My Mind What’s one of the most common BD mistake we can easily fix? Someone asked me this in a GrowBIG training session recently. My quick take: trying to go too far, too fast. It’s easy to fall in love with our solutions. Trying to get the Yes, the deal signed. But it’s much better to […]
Be A Workhorse, Not A Racehorse
What’s On My Mind Be a workhorse, not a racehorse. I sat back in my chair when my friend Glen Jackson said that. He has so many clever turns of phrase, and this one really stuck. Why? So many people think about great business developers in the wrong way. I’ve heard it all: Jane handled […]
Think In Probabilities, Not Absolutes
What’s On My Mind I had a great relationship with this guy back at my old firm, years ago, but it’s been forever since we’ve talked. I feel bad I haven’t connected with him in a long time. I want to reach out, but how should I do it? I was just asked this by […]
The Psychological Theory I’m Into Most Right Now
What’s On My Mind I can’t believe I haven’t heard of this before. This is a game changer. That’s exactly what I said to my wife Becky, as I sat the book down, about half-way through. The book? It’s called Wanting, and it’s coming out in June. I was lucky to get sent an Advanced Reader […]
Win Your Week!
What’s On My Mind The monsoon of madness never ends! Emails, Teams messages, and client requests keep coming. I can never seem to win. This is what one of our clients said in an amazing GrowBIG Training class this week. Monsoon of madness. I get it. I used to be world class at focusing on […]
A Loss Should Set Up Your Next Win
What’s On My Mind “I can’t believe YOU were scared.” This is what one of my participants said this week as I was giving a workshop called Closing The Book On Closing The Deal. I think she felt relieved that I can find myself hesitating too, and I teach this stuff. I was telling a story where I […]
Quit On A Make!
What’s On My Mind No joke: I estimate I lost over 1,000 games in a row. My dad and I played 1:1 basketball most nights in my high school and college Indiana summers. We lived in a small town, Preble Indiana, maybe 100 people, so there wasn’t a lot to do but let my dad thrash […]
Create Demand By Controlling The Clock
What’s On My Mind Something really struck this group! We were leading a live, virtual training this week helping one of my favorite clients creating demand with theirs. We were training this amazing group of experts how to be proactively helpful using our Give To Get method. (See Module 5 of GrowBIG Training or Chapter 5 of The Snowball System for how to […]
A New Asset For You To Succeed
What’s On My Mind We’ve created a new asset for you! All of our complimentary courses are now in one place. They’re all in our new Start Here page on our website. The goals? Make it easy to succeed by giving away high-quality, no-risk training. Make it easy to get going and keep going by putting all these courses in one place, […]
How To Get Your Flywheel Spinning
What’s On My Mind I lost all my momentum on something last fall. All of it. Having your flywheel completely stop on something feels awful. Luckily, the big things were going great. After some very stressful beginnings, both girls we’re humming along at the right colleges. My wife finalized her non-profit for equine therapy, and people loved […]