Vince Lombardi…with a Little Bit of Mom

My coaching style was once described by a client as “Vince Lombardi…with a little bit of mom in there.” Now, for those of you who don’t know who Lombardi is (I guess there are people out there who don’t)…a little background. Vince Lombardi was a legendary, Hall of Fame Green Bay Packers coach during the […]

How to Manage a Micromanaging Boss

A client of mine has been lamenting the meddling her boss frequently does. We determined her boss is often deep in the weeds of her business versus touching the weeds as bosses should. Her peers feel the same way and frequently answer the boss’s questions hoping the boss will get distracted and meddle elsewhere. Actually, all […]

Notice Fortitude…and Its Absence!

I’ve recently had the opportunity to coach a professional athlete who decided to pursue a career in financial sales. The area he’s chosen is quite daunting in its complexity, yet his commitment to it is profound. As anyone would be when entering into a field with its own lexicon and intricate details, my client was […]

What I Learned from Don Rickles

Comics have always been my idols ever since I was a kid. The courage of a comic to take a room and deliver their material always impressed me as the most courageous act a person could make. One of those idols, Don Rickles, passed away yesterday and his life left an impression with me. With […]

Find Your Client’s Motivation First, Not Yours

Solution. Problem. Motivation. Many times, I see people frame their “ask” of clients in this order. Right out of the gate, they speak about a great service or product they’ve come to discuss. They move next to saying that the solution will fix a problem the client has. And lastly, they will relate that solution to […]

Timing a Sales Call

Many factors come into play at a sales meeting, and it’s impossible to control them all. But, one you CAN control is the timing of the agenda. By stating clearly at the beginning of the meeting exactly what you intend to do and how long the process will take, and then getting agreement to it, […]