Who Asked You?
People should fear natural disasters, and the reaction to Hurricane Dorian is rational and responsible. They should fear violence and accidents. But to fear buyers, to fear making a presentation, to fear writing something—these are irrational fears. They are fears of
Doom Loop
The great irony I find with people who approach me for coaching is that many of them are in the 40s, have a college degree, have a family to support, and have been in this business for five-to-ten years, and
Alan Weiss’s Monday Morning Memo® – 09/02/2019
We celebrate Labor Day in the U.S. today, also celebrated in Canada, and widely celebrated in other countries as International Workers’ Day on May 1. It has been a statutory holiday since 1894 (and informally also marks the end of
Failing Forward
You are far better off being rejected by a buyer than accepted by a non-buyer. The former is a learning opportunity which, if you are wise, will make you more effective in the future. The latter is a dead-end with no future.
The Best Offense Is A Good Offense
Stop trying "not to lose" business. Try to win business. Even if you manage "not to lose" it, the business will be on the buyer's terms and relatively modest, with low fees. The "prevent defense" never won a football game and
The Road to Mastery
You can become aware by reading. You can understand by watching. But mastery only emerges from doing.
Episode 99: Who Can I Turn To?
Despite modern technology and increasingly rapid communications, we've become more and more isolated. We might be more alone than ever before.
Alan Weiss’s Word of the Week™ – 08/28/19
Today's word: eirenic.
Speed
Tell your prospects after an initial meeting that you'll follow up on a given date, at a certain time, with specific actions. Date/time/action after every meeting to move things rapidly forward. Never allow "I'll get back to you" or "Let's