Alan Weiss’s Monday Morning Memo® – 6/23/25
I’m a “reductionist,” meaning I try to make things as simple as possible. For example, never try to “sell” to a non-buyer, who can say “no” but can’t say “yes.” Or that discretionary time is real wealth, and you must reduce labor intensity as well as increase income.
I don’t agree with all these books on “clarity,” which is basically in the eye of the prefrontal cortex. (One woman, a “clarity” expert who sought my testimonial for her book after not talking with me for two years, loused up my testimonial. I guess she wasn’t all that clear on my simple instructions.) “Clarity” is too often about “simplistic” (treating complexity as though it’s simpler than it actually is) instead of “simple” (the art of making things easily understood).
Hence, you’ve now read my preamble to my “upside/downside” coaching philosophy, which is quite simple: What are the benefits of your decision vs. the risks (adverse consequences)? Amazingly, people who should know better exaggerate the latter and underestimate the former.
My coaching clients consistently ask me about their decisions to seek referrals, or submit a proposal that’s not “perfect,” or to launch a new podcast or blog. When I force them to think “upside/downside” we learn that the upside is new business, a sale, a stronger brand, new IP. The downside includes issues such as rejection, a loss of time, a wasted trip, feelings of inadequacy.
The risk in a decision is based on probability of the risk occurring (ergo, the buyer will invite others to the meeting whom I don’t know and who might be threatened) and the seriousness if it were to occur (ergo, threatened employees will try to undermine me). We deal with probability through preventive action (hence, a talk with the buyer to have a private meeting before and after), and with seriousness through contingent action (dealing with the objections by putting them in context: If you can do this yourselves, why haven’t you done it by now?).
Invariably, unless you’re taking on Ming the Merciless and Flash Gordon is not available, the upside (gaining the referral, closing the business) is always far stronger than the potential downside (being rejected, being “ghosted”).
Should you follow my advice and be bolder and more confident in your expertise and abilities? Well what’s the upside and downside?
I have just three things to teach: simplicity, patience, compassion. These three are your greatest treasures. -Lao Tzu
Progress is man's ability to complicate simplicity. -Thor Heyerdahl
That's been one of my mantras—focus and simplicity. Simple can be harder than complex: You have to work hard to get your thinking clean to make it simple. But it's worth it in the end because once you get there, you can move mountains. -Steve Jobs
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I’ve been providing this seminal educational and business development event for over two decades, with many people attending several times because there is so much content and so many changes to consider. That certainly applies today more than ever. This is my third virtual session. You will gain and learn and master:
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That’s right, 2.5 days that will produce a lifetime of results. There is preparatory reading I’ll provide and more I’ll recommend. You’ll also receive three books and extensive prep work, 30 days of post-program coaching from me (which will be extended if you’re already in a coaching relationship with me).
The fee is $12,000. (Graduates of the College may return for $6,000.) Please register here because it's not yet on my site: https://alanweiss.com/store/quick-pay/ Register before July 1 and your fee is $10,000, $5,000 for past grads.
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