Your #1 Metric To Track In 2022
What’s On My Mind Here’s the #1 metric I want you to focus on in 2022. My friend Ron Friedman has a cool saying… Our brains love numbers. Think about how much focus people put into… Their age. The number of likes they get on a post. What their raise or work ratings were last year. Yes, […]
How To Grow In Omicron
What’s On My Mind Whew! Omicron hit fast. Maybe it was the spike in cases and news coverage. Maybe it was the impact on travel. Maybe it was everyone’s “I know lots of people who have it” stories. But one thing is for sure with business development… This wave impacted people’s mindsets. There will still […]
Slow And Steady Does NOT Win The Race
What’s On My Mind More on how we can all succeed in 2022! Slow and steady wins the race. That saying has always bugged me, but I couldn’t figure out why. Until recently. Real advances come from a combination of things. They are BIG ideas, implemented well. They are also times of steady and continuous […]
De-Risk Your 2022
What’s On My Mind I should have avoided almost every big mistake I’ve ever made, but it was before I thought of the frameworks in this article. I’m excited to write a few articles with the end of the year in mind. This first one isn’t what you’d normally expect. We’re focusing on de-risking. Why […]
Do This Instead Of “Closing”
What’s On My Mind I generally hate the idea of closing. “Closing” brings about bad feelings to me. Images of rainy scenes promising Cadillac Eldorados and steak knives. Being disingenuous. Cheesy. But we all feel the need to close sometimes. It can hit you in many ways. I need this one to make my year. […]
Elon Musk + Negotiation
What’s On My Mind People really liked last week’s article on mindset. (You can check it out here.) My message: our mindset holds us up all the time. It tells us to quit following up when we don’t get a response, even though it’s normal for people not to respond to everything. It tells us “they’ll […]
Mindset Changes –> Changes In Results
What’s On My Mind I’ve been thinking a lot about mindset lately. I had an amazing week… I helped a great client feel confident charging what he’s worth. I talked to a senior partner through leading his team to greater heights. I worked with a senior account manager to feel great about continuing to add […]
The Fastest Way To Breakthrough Results
What’s On My Mind Here’s the most important process to scale across an organization. I’m having a blast working with one of my favorite clients on something. It’s the most important process to scale across an organization. It creates immediate traction. It solves the riddle of cross-selling. It’s the shortest time to commercial success. And, clients […]
My Personal Weekly Template And Process
What’s On My Mind Getting personal this week. People really liked last week’s article on creating a system around gratitude and optimism. If you missed it, check it out here. A long-time reader replied to that email… “Awesome stuff as always. I’ve used Day One for a couple of years and I didn’t know it had templates, so […]
1 Habit + 2 Things That Will Keep You Going, Even When It’s Hard
What’s On My Mind Hey, let’s get happier! I’ve been digging into research a lot the last few months. Going deeper than ever before. (We’re cooking up some amazing things, and you’ll hear about it before anyone else!) One research paper struck me. It has a strong connection to growth. Growth in our client relationships. […]
How To Ask Follow Up Questions
What’s On My Mind I got some great feedback from last week’s article on follow-up questions. Recap: Well designed questions give you a triple win: 1. They light up the pleasure center of the answerer’s mind 2. They are highly correlated to likeability 3. They teach you things you can’t learn anywhere else, allowing you to position yourself […]
Rewiring Your Brain: A Secret Roadmap
What’s On My Mind Last week’s article about my dad’s stroke connected with more people than any other I’ve ever written. Click HERE to see it on LinkedIn, and let’s connect while you’re there. First, an update on my dad. He’s progressing. More mobility, better speech, and improved facial control. He’s doing the work to recover. Second, […]