Post-pandemic: Don’t Let Qualifiers Seep In!

As we all re-enter the world of meeting people, persuading them to understand and accept our recommendations, I’ve noticed that many of us have gone back to qualifying what we say. For example: “What I’d just like to just try and do today is to hopefully walk you through some suggestions that I think could […]

Returning to In-person Client Meetings

Today I’m back meeting with clients face to face! Yikes, it’s like Back to School…HAPPILY! Last night, though, I realized I needed to define how will I facilitate this training. What questions will I ask to re-enter my client’s world relationally and commercially empathetically to make a difference? Perhaps you are facing the same dilemma […]

Relationally Cross-Selling

My last blog focused on the “WHY” of cross-selling, this blog focuses on the “HOW.” Always remember cross-selling is good business. It credentials you as an advisor, not a vendor. Someone is going to sell this service to your client, the question is, will it be you? Even if it ultimately isn’t you, you’ve still […]

‘Tis the Season for Referrals!

Yikes! It’s April already! One of my greatest coaches once said to me, “If you can’t see your year by June, you’ve lost the year”. Even to this day when I remember him saying this, I still somewhat shudder. Yet, he was right! Jumping Ahead to Recovery Let’s look at 2021 pragmatically. All signs point to […]

There’s Always Time to Differentiate

With so many distractions these days, from finding, then getting, the vaccine to staying true to all our Zoom/Teams calls to following up with colleagues and especially clients, who has time to differentiate themselves? Answer? ALL OF US DO. AND WE MUST! Don’t Dilute Your Personal Brand You are unique. You have ideas no one […]

Being Relational and Declarative in This New Era

Now that we’ve all acclimated to our virtual world, it’s time to lead others in a relational declarative manner. I use these two words, relational and declarative very specifically. And here’s why. Have you noticed that passion, heart, desire, and confidence get lost during a virtual call? Somehow there’s humanitarian dilution when you’re not face-to-face […]