Blog
Listen Carefully to Find Subtext
When you listen carefully, you pick up on the subtext, the subtle clues that reveal what is really important to the person. These clues come out as patterns in people’s language, repeated words, concepts, or feelings, or we may even disco...
Describe How your Business Operates
When you put systems in place in your business, you do two things at once. First, you give yourself a break. You offer yourself a fail-safe, something that you can rely on in the event of your brain’s mutiny – occasionally, this happens...
Design Your Own Game Plan
Take a page from Bill Walsh’s book, a former head coach of the San Francisco 49ers. He came off as eccentric because of how extensively he planned his plays in advance of each game. Other coaches would respond to plays as the game unfolde...
I Don’t Need Coaching
I was listening to Shirley the other day on a call with a prospective client who was investigating coaching. The person calling had a very small brokerage. It was in its infancy stage and wasn’t a great fit for our coaching ….not yet anyway...
Accept the People you Cannot Change
Successful people continuously and relentlessly shift. Whether it’s in response to the market or their own goals, high achievers are constantly changing because they know to triumph in any situation, they must always do one thing – shif...
Are your Marketing Efforts Based on These Key Elements?
The first rule of thumb in marketing is: if you’re not going to repeat your message consistently over time, you shouldn’t waste your time and money sending it the first time. A one-shot marketing piece will rarely yield results. It is t...
Go with the Choice that Scares you the Most
You can’t predict the future, and if there’s anything certain in life, it’s that curveballs will be thrown your way. You may be able to predict some of these curveballs, but you won’t be able to predict them all. ⠀ So how do yo...
Understanding your Client’s Emotional Pain Points is Essential
Empathizing with your client’s situation is the key to knowing where your clients are in their emotional world. It’s essential to translate that information back to your clients by communicating your level of understanding of the situat...