Read Part 1 and Part 2 The questions that can bring the success of a sales call into clear focus are: “Who has more doubt about the situation, you or the suspect?” and “Who has more interest in the next meeting, you or them?”  D.U.I. (an acronym for creating Doubt, Urgency and Interest) is alive…

Read Part 1 I have found that a great place to start building credibility authority with each of your people is with a pipeline check.  Since the pipeline is the conduit from which all sales blessings flow, it warrants a periodic cleansing.  Starting here provides an opportunity to use the same skills and techniques you…

“This group is yours, so manage them. Do what you want; just get results!”  The words of your boss keep echoing in your mind.  Just get results!  You certainly have the responsibility.  “…manage them.  Do what you want….”  You obviously have been given the authority.  It’s all in place; you have both responsibility and authority. …

INCREASING THE DESIRE FOR YOUR LEADERSHIP Read Part 1 and Part 2 – The preceding example of building common ground, while focusing on empathy, also helps them see the same issue from a different and more meaningful perspective, which is another of those catalysts that helps minds to change.  Perspective is a wonderful thing.  My…

One of the most significant opportunities to build a deeper relationship with clients is to engage in an estate planning conversation.  This fact is true now more than ever for a few simple reasons.  First is the fact that only 46% of high net worth individuals with estates of $1-10m in value currently have trusts. …

I had a very interesting conversation with a close friend of mine yesterday and his insights were incredibly enlightening.  First, some background.  My friend is a very successful defense attorney specializing in food-borne illness cases.  You have probably heard about many of them –  tainted peanut butter, cookie dough, spinach.  According to the news, it…