Multiplying Your Appeal

Multiplying Your Appeal

February 27, 2018 |

I want to pose a hypothetical to you.

Suppose you’re an attorney specializing in contract law. How many competitors do you have out there?


And suppose you speak and write fluent Mandarin.

How many now?

Not so many. You’ve radically reduced the pool of candidates someone needing those two skills can hire.

By virtue of possessing that additional language skill, you just made yourself far more appealing to certain prospective clients and cut a whole lot of your would-be competitors out of the running.

I tell young people all the time, if you want to stand out and essentially write your own ticket in life, combine specialties that very few people possess in combination, but that are solely needed in certain niches.

The same goes for your business.

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Following Up On A First Meeting

Following Up On A First Meeting

January 25, 2018 |

Give yourself some credit.

You’ve spent weeks … or was it months … getting to the point where you’ve managed to arrange a face-to-face meeting with a prospective client … and the meeting went well!

Here’s what you did and what you didn’t do in that meeting that made it so good.

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What’s Better Than Being Thankful?

What’s Better Than Being Thankful?

November 27, 2017 |

You hear a lot these days about the benefits of simply taking the time to express gratitude for all the blessings you have in your life.  It’s actually quite a big deal.  The practice of expressing gratitude just puts you in a good state … mentally, emotionally, physically, and spiritually.  It positively affects your health …and pretty profoundly at that.

At Thanksgiving time, we call these expressions of gratitude “being thankful.”  Same thing.

Are you truly thankful?  Do you express how grateful you are on a regular basis?  Do you actually take time to catalogue and give thanks for all the stuff you love about your life?

I’ll bet you do, and that’s good, because when you’re grateful for what you have, you’re concentrating on the positive and … as the law of attraction says … you get more of what you focus on.  Be grateful and you create more of what you’re grateful for.  It’s the perfect example of a virtuous cycle.

But there’s something more powerful even than gratitude / being thankful when it comes to attracting the things you want to you.

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Struggle Less. Get Better Results.

Struggle Less. Get Better Results.

October 23, 2017 |

In business, as in life, you’ll always find yourself in one of three places. You either have your mojo workin’ … you’re stuck in neutral … or you’re losing ground. In other words, you’re trending up, sideways or down.

I want to map this trend model onto your client acquisition and retention efforts and do two things. Examine what your success … or lack thereof … can mean to you professionally and personally. And look at what you can do to make it easier to be successful.

If you’re bringing in new clients and the folks you have are happy to stay right where they are, great. Give yourself some credit. You’re doing something right. But stick around. You may still be working too hard for the results you’re getting.

If you’re struggling to just hold your ground or you’re actually losing clients despite your best efforts, it’s time to take a hard look at how you’re going about marketing and client retention. Because if what you’re doing is taking a whole lot of time and effort and straining you to the max, you’re at risk of burning out. Read More

The “Cure” For Cortisol

The “Cure” For Cortisol

September 19, 2017 |

Last month, we identified cortisol … the hormone your body produces under stress … as the silent destroyer.

This month, we look at what you can do to avoid stress, de-stress, and mitigate some of the effects cortisol has on your mind and body.

Some stress in life is unavoidable and even necessary. From challenge comes growth, but most of us are experiencing way too much stress and paying way too high a price in terms of compromised health and wellbeing. So, what do we do about it? Read More

The Silent Destroyer

The Silent Destroyer

August 19, 2017 |

It makes your blood pressure rise. Makes you crave carbohydrates. Makes your blood sugar rise. Causes you to “burn up” your calming and repair nutrients, such as vitamin C, the B vitamins, zinc and magnesium.

It suppresses your immune system, playing a role in the development of cancer, heart disease, osteoporosis, and diabetes, while increasing your risk of dementia and Alzheimer’s.

It turns damaging free radicals loose in your system. It inhibits the collagen production your connective tissue needs to sustain and rejuvenate itself and causes your cells to age faster. It not only stops the production of new brain cells, it damages your brain at the structural level of your DNA and puts you at higher risk for mental illness.

It compromises your ability to regulate your body’s immune response over time, resulting in chronic inflammation. It cuts off production of the master hormone responsible for growth and repair, DHEA.

All this makes you old before your time and shortens your life. This stuff is trouble.

And those aren’t all the problems it causes. Read More

Does Your Business Have Heart?

Does Your Business Have Heart?

July 19, 2017 |

Businesses have a unique personality just like people do. Sometimes it isn’t easy to see from the outside … but sometimes it is.

Take Southwest airlines. It’s founder and CEO until 2008, Herb Kelleher, is quite a character … a guy who never confused being serious with being somber. In one of his official CEO photographs, he’s sticking his tongue out at the camera. The people at Southwest are encouraged to have fun and keep a lighthearted atmosphere. It makes a difference.

Contrast that with the now defunct Eastern Airlines. Eastern operated cattle cars with wings. Their slogan was, “We have to earn our wings every day.” What they earned instead was the contempt of their customers. Their slogan should have been, “Sit down and shut up. We’ll get you there.” That’s the attitude they had.

So, what does this have to do with you and your business? Well, ask yourself, what kind of personality does your business have? What does the world see when it looks at you?

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Help Them Make A Decision

Help Them Make A Decision

June 22, 2017 |

I‘ve had discussions with a lot of service providers who seem unsure as to exactly how their clients and customers come to the decision to work with them. They seem to think it’s a somewhat random process. A potential client either needs them or doesn’t and it’s the flip of a coin as to whether the person will become a client.

Yes and no.

There’s no foolproof way to know what someone will do and no airtight way to explain what motivates people to do what they do, but we do know a couple of things really worth knowing. It’s not really a random process. Multiple calculations are being made … some logical … some psycho-logical. And we can divine what most of those are. There’s a very useful and simple model that the persuasion process follows.

And you, as the person helping to define the problem and provide solutions, play a huge role in whether a prospect becomes a client beyond just telling them what you can do for them.

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You’ll Love the New Way to Network

You’ll Love the New Way to Network

May 31, 2017 |

Who do people do business with? People they like and trust. And they’re much more likely to do business with you if they have an actual relationship with you.


Okay, that’s elementary, but let’s map that simple truth onto the typical networking experience and see how inadequate it is.

You “work the room,” telling each person what you do and passing out cards, then you dutifully listen to what they do and take their card before moving on.

That’s drive-by networking. There’s no real contact made. No real relationship built and no real opening to get to really know each other and build a mutually beneficial and trusting relationship.

Is it better than nothing? I guess … if you can stand doing it. Someone may just happen to need the services you offer that day or they may keep your card and call you if the need arises. But man, counting on that kind of weak connection to build a business isn’t likely to get you very far.

You need to build a relationship, so the person comes to like and trust you.

Okay, so what do you do? Read More

What Makes A Rainmaker A Rainmaker?

What Makes A Rainmaker A Rainmaker?

April 19, 2017 |

One thing’s very clear. In any service-based business, such as a law firm, certain key players bring in the great majority of the business.

Why is that? Are some people just born with a certain combination of genes or a particular personality type that enables them to make the necessary connections and generate business while others simply lack those vital characteristics?

I think so. And yet, it’s not that simple.

Let’s break it down.

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He’s Gone

He’s Gone

March 21, 2017 |

He died.

Dropped dead from a ruptured aneurysm in the brain.


A senior attorney at a prominent law firm, a guy who brought in a LOT of business. We’re talkin’ a thriving high six-figure practice.

It was a tragic event for his family, his friends … and his firm. Tragic for the firm in that they lost someone they were close to, but they also lost a leader, a mainstay of the firm, and someone who really knew his way around … not just the firm, but the entire city. He was a repository of knowledge … a wise and savvy man.

And now he’s gone.

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What’s Important To You?

What’s Important To You?

February 28, 2017 |

People do things for two reasons … to maximize pleasure and minimize pain.

Don’t’ want to have Alzheimer’s … otherwise known as Type 3 Diabetes … when you’re 60? Then don’t eat sugar and empty carbs. Pain averted.

But wait. Eating sugary baked goods definitely maximizes pleasure in the moment.


So, which will it be?

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I Want To Live, That’s Why!

I Want To Live, That’s Why!

January 18, 2017 |

It’s clear you need to do something … make a change. But you aren’t doing it! You’re reluctant … if not outright resistant. You’re anxious … if not flat out scared.

What’s going on? What’s the problem? It’s the logical next step. It’s the clear path forward. Just do it! What’s stopping you?

Yeah, well, it isn’t logic that’s calling the shots, and it usually isn’t the particular change in question that’s causing you to hesitate.

It’s change itself. Change sets off a stress reaction … in most, that is.

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Two 20 Somethings Talking

Two 20 Somethings Talking

December 21, 2016 |

“The best laid plans of mice and men so often go awry.” – Robert Burns

I recently overheard a conversation between two young women at the coffee shop.

One was distressed by the fact that she wasn’t already married and having her first child by the age of 23, because she wanted to be done with children by the time she was 30 since that’s, well, you know, so old.

It made me smile. And it made me think of all the surprises life’s brought me … big and small … happy and not so happy. Things I could never have imagined in my wildest dreams … or nightmares … when I was 23.

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No Referrals?  What?!

No Referrals? What?!

November 18, 2016 |

Okay, let’s talk about crazy.

Referrals are gold. We all know that. And the people who refer their friends, family, and associates to you are happy to do it. They feel good about it.

They like you and your work, and they want to tell other people about you, so the people close to them can get some of the benefits you’ve given them. Sweet. Word of mouth … yes!

Alas, unprompted referrals are rare. Why? Partly because people just don’t think about it, and partly because we send out the wrong signal to clients and friends when they ask us how we’re doing.   Read More