BALANCING ACT: BLENDING LIFE, WORK, AND RELATIONSHIPS® A free monthly newsletter about balancing life, work, and relationships based on the books and popular workshops conducted by Alan Weiss, Ph.D.

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Essays

Musings

Developmental Stuff

ORTIYKMWOYBNTO

Balancing Act^®: The Newsletter

(No. 308, March 2025)

BALANCING ACT: BLENDING LIFE, WORK, AND RELATIONSHIPS®

A free monthly newsletter about balancing life, work, and relationships based on the books and popular workshops conducted by Alan Weiss, Ph.D. Past copies are archived on our web site: http://www.summitconsulting.com

ISSN 1934-3116

Balancing Act^® is our registered trademark. You are encouraged to share the contents with others with appropriate attribution. Please use the ^® whenever the phrase “Balancing Act” is used in connection with this newsletter or our workshops.

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Balancing Act^® is in four sections:

Essays
Musings
Developmental Stuff
ORTIYKMWOYBNT-O Department

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Judging the Book by How It Sounds

I think people do “judge a book by its cover,” in that the care and respect people put into (or don’t put into) their image when they’re meeting others of importance says a lot. What you wear at a bar is one thing, at an interview another (unless the interview is in the bar)! The same with how you sound. If you mangle grammar (“He should have went the other way”) you don’t sound educated or intelligent. If you mispronounce (it’s width, length, breadth, and height, not “heighth”) you don’t sound learned. Our governor up here in Rhode Island never met an “ing” ending he cared to pronounce: “I’m goin’ to see the majority leader and we’ll be talkin’ about legislation.” If you’re in professional services of any kind, you’d better try to stand out in the crowd, but to look good and sound good while you’re standing there!

Trust but Verify

This Russian proverb was made famous by President Ronald Reagan when he suggested it as a means to deal with negotiations. It’s especially important today, as disinformation, misinformation, and lack of information permeate social media and even the mainstream press. Conspiracies and gossip multiply to fill the vacuum created until legitimate causes are found. The horrible mid-air crash at, ironically, Reagan Airport in Washington, DC is an example. And all of this before the “black boxes” had even been completely analyzed. A lot of people claim that Napoleon Hill (Think and Grow Rich) was a brilliant coach and author. He wasn’t, he was a conman, claiming to have coached Andrew Carnegie by wandering into a photo being taken of him! My one-time boss had to bail him out of deep debt and ruin. Always find the true source, and trust but verify.

Discomfort

Hard as it may be to believe, I’m often paid to make people unhappy and uncomfortable. I made my mark in the 80s by becoming “The Contrarian” and questioning, aggressively, the wisdom of all the quality nonsense—black belts and lean and mean and all that. A great many senior managers began questioning the “cult.” It made no sense to spend more time pursuing elusive (and often meaningless) quality control issues instead of listening to customers, finding excellent talent, and creating an empowered workforce. It's important, for your branding, to be respected, not necessarily to be “liked.” To do that, you have to be fearless in provoking people in order to make them think. My buddy Randy Gage and I have a similar saying: “If I’m not pissing someone off each day, I’m just not doing my job.”

During my extensive time on nonprofit boards (ten, overall, chaired two; my wife has been on six) I’ve found that donors are much more likely to give money for new initiatives, facilities, and so on than for the retirement of debt. I think somehow that the latter raises fears that (like a failing government department) the money will just be lost as was the prior money.

But if you show that you’ve paid off your outstanding debt (fundraisers, grants, government assistance, closing of poorly-performing venues, and so forth) people are far more willing to fund additional staff, company members (in the arts), scholarships and pro bono offers, and so on. People want to see intelligent and responsible fiscal management. Early in my business, the managing partner of my accounting firm told me, “Alan, it’s as important to reduce debt as it is to generate revenue.” (And I tell my clients today that’s is as important to reduce labor intensity as it is to increase revenue.)

Two of my degrees are in political science, and two in psychology (and I’m a member of the National Political Science Honor Fraternity). I’ve had a considerable number of strategy clients over my 40 years in this profession, and have written two books on strategy, the most recent just a year ago. Thus, without taking a “side” but commenting on a learning opportunity, let me describe what I call the “Democrats’ Dilemma.”

This last election they lost the presidency, the House, the Senate, and two-thirds of state legislatures, even though they pounded Trump, his platform, and his first term consistently and ruthlessly. Yet he won more dramatically than he did in his first term.

You can’t win convincingly by simply making the opposition a “worse choice.” You win by promising things important to the voters. You can’t win by focusing primarily on existential issues. You win by focusing on the pragmatic improvements needed in daily life. The price of eggs in November trumps the temperature in August.

In business, in professional services, my overwhelming experience is that you obtain business by focusing on improvements, innovation, and opportunity, and not on problems, remedial work, and errors. The prospects who are most attractive are those that are successful and, consequently, have money to support their belief in their continuing improvement.

And that’s not a bad philosophy for each of us, either. I write what might be called “self-help” books (though George Carlin pointed out if someone else wrote it, it’s not “self-help”!), yet I never assume the reader (or the prospect) is somehow “damaged” and needs correction or remedial help. I assume the other person is healthy and is investing to be even more successful.

Who would you rather be, Chicken Little or Paul Revere?

(Make sure you scroll to the end to see a striking new offering at a huge discount: AI—Alan Intelligence™.)

March 4 Zoom Workshop is "A Conversation with A Star," Guido Quelle from Dortmund, Germany will chat with me about how he developed a boutique consulting firm and implemented value-based fees where he was told it couldn't be done!

Zoom Workshops 2025:

When you join for the year, you receive the past videos, or you can sign up for individual sessions:
March 4: Conversation with a star. A candid conversation with a success in my community.
April 8: Creating unsolicited referrals. An oxymoron, perhaps, but there is a system.
May 6: Gaining financial security. Stop guessing about "how much is enough."
June 3: Conversation with a star. A candid conversation with a success in my community.
July 8: Dramatic conversational pivot points. How to move any conversation to your destination.
August 12: Improving and sustaining an abundance mentality. Understanding that abundance is not what you have but rather who you are.
September 9: Conversation with a star. A candid conversation with a success in my community.
October 7: Self-awareness and self-honesty. The greatest lies are the ones we tell ourselves and believe.
November 4: Questions you always wanted to ask. I'll amass the questions, but you're invited to comment.
December 9: High potential marketing for 2026. the key market segments and avenues to reach them.

Each session is $450 or $5,000 for the year. Recordings are included within 24 hours. Add $2,500 for five, 30-minute coaching sessions one-on-one.
Time: 10:30-12:00 US Eastern Time.

LEARN MORE

An Alan Live Experience: Beyond Success

What happens when you’re meeting your aspirations, when your lifestyle is fabulous, and your prospects are excellent? How much is “enough”? Is there a “retirement”? How do you change (or sell) your business and IP? Are philanthropy, volunteering, and service right for you? Are you able to care for family and important others? What will keep you excited and positive—and “youthful”?

We’ll explore this and more over two days of intense discussion and exercises in a small group. We’ll get together in Los Angeles for two 9-to-4 days, June 11 and 12, including a reception. As you know, you’ll learn a lot from your colleagues and peers in that room. $7,500.

LEARN MORE

Master Master Class 2025

I’m happy to once again offer the unique Master Master Class in 2025. It will be in the exquisite Newport area on March 25-27, 2.5 days of learning, experimenting, and building new collegial relationships.

We will achieve:

New offerings and IP for a volatile, No Normal® world
A consistent “voice” of expertise in your market—a “go to” magnetism and attraction.
The identification and evaluation of your existing “body of work” to be repurposed and exploited for passive income.
A book idea—commercially published or self-published, hard copy or electronic, written by you or “ghosted”—that will establish and perpetuate your stature.
The HOV lane for advisory work with high fees and low labor.
The confidence and presence to deal successfully with anyone at any time in any environment. (Very special role plays.)

This will be all new material from prior Master Classes. The fee will be $15,000 which includes lodging and most meals and a reception. (This will probably be the last Master Class I conduct in person, on site. No, I’m not kidding.) I have three people already attending simply by hearing me discuss this informally. My limit is a dozen people. It will not be recorded, but you may attend by Zoom, although I caution you on the intrinsic disadvantages of so doing. Attendees may record the session on their own.

Write me to apply: https://alanweiss.com/growth-experiences/master-master-class-2025/

TWO Seats Remain!

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Thought Leadership Quarterly

This is a Zoom series based on my popular Thought Leadership Workshops. I’ll be presenting ideas, based on current events and predictions, that will propel you to the forefront of recognition in your “public square.” This will be highly interactive and questions are welcome in advance. This will be 90 minutes and repeated twice to accommodate various time zones, once at 8 US Eastern Time and once at 5 US Eastern Time the same day.

March 20, June 17, September 23, December 18, $2,000 for the series. Note that participants from the Delray FL Thought Leadership Conference can attend for free!!

LEARN MORE

Million Dollar Consulting® Global Online Program

Million Dollar Consulting^® for the World

I’ve provided 14 modules with videos from me, from your colleagues globally, slides, and text. They include everything from launch to self-esteem, proposals to fees, closing business to creating a brand. No upsells! It’s only $115. What do you think about a 10,000:1 ROI? We have over 500 people from 47 countries.

LEARN MORE

Million Dollar Consulting® Global Online Program ADVANCED

Million Dollar Consulting^® for the World ADVANCED

The new program contains over 60 videos and has 15 modules focusing on what to do in the buyer’s office, overcoming crises, financial planning, and much, much more.

LEARN MORE

Million Dollar Consulting® Global Online Program GRADUATE

New: Million Dollar Consulting^® for the World Graduate

Another 12 modules with videos by me and your peers on contemporary issues such as Raising Fees Aggressively, How to Be Consistently Interviewed, Maximizing Happiness, and Managing Multiple Projects. Join the people from 57 countries who are availing themselves of this inexpensive way to dramatically grow their businesses in any economic times. How does 100:1 ROI sound?

LEARN MORE

AI: Alan Intelligence™

In about 90 days we anticipate the completed installation of an AI feature on my site that will provide:

• An interactive response to your questions using my body of work in text, audio, and video.

• Links to the sources for the responses that are downloadable.

• The capacity to accept questions and provide responses in virtually any language.

• Access 24/7 globally at your convenience.

• Never an “upsell,” full access for one fee, including my copyrighted and trademarked materials: past, present, and future.

Over the past 40 years (this year is my 40^th anniversary of solo practice) I’ve developed a body of work in a diverse array of media which, to this point, has been accessible on several of my platforms by choosing pre-established topics, such as “setting fees” or “finding the true buyer.”

But with this new access, you can ask questions such as:

“How do I create credibility quickly with an economic buyer?”

“How can I create speaking opportunities that pay well but also market my consulting services?”

“What is the quickest way to establish ‘thought leadership’ within my ‘public square’?”

“What are the most provocative and high value challenges for business owners?”

“What are the steps to create a book proposal that will be accepted by an agent or acquisitions editor?”

“How do I create fiscal security and real wealth (discretionary time)?”

“I have a meeting with the buyer and two board members tomorrow, how can I best prepare for it?”

“How can I monetize these objectives I’ve developed with the buyer?”

“What do I say when asked ‘How big is your staff?’”

"How do I move things forward now when I'm told 'the timing isn't right'?"

There are provisions for providing a proposal outline, book outline, buyer meeting agenda, and much more! The "knowledge library" can help you run your practice every day.

You get the idea. It's like conferring with me, personally, at your convenience about both contemporary, immediate needs, and longer-term, strategic issues for your business and your life.

This is a one-time, life time purchase: That's right YOUR lifetime, not mine! As I continue to develop offerings and intellectual property-including my daily, weekly, and monthly newsletters, podcasts, videos, cartoons, and so forth-they will be automatically included. And some day, far away, when I am dealing with St. Peter, arrangements will be well in place to continue to add still more of my unpublished, non-public material to the site.

We'll update the AI continually as the technology improves. My current four platforms, which rely on people selecting my pre-determinded topics and content by category, have thousands of participants. My belief is that this new approach, enabling participants to specify their particular needs and receive detailed, multi-media responses, is the state-of-the-art for ongoing virtual assistance, the ultimate "high tech/high touch."

This lifetime member program is going to be available when it is completed for the one-time fee of $950. If you sign up as an early adapter when the access should be partially open, by April 1, the fee will only be $700, and you’ll have limited access immediately, and full access in another 60 days.

BUT if you sign up now, as a charter member, the fee is only $450 until March 15—which is my 40^th anniversary as a solo consultant.

You can sign up now here: https://alanweiss.com/store/quick-pay/

I think this is a breakthrough for real-time help at members' convenience, immediate help to close business, to find buyers, to create a strong brand, to produce IP weekly. And I don't think anyone else has a body of work for professional services providers to accelerate growth and prosperity as I have. As a subscriber to Monday Morning Memo, I think you know this to be true.

I'm urging you not to miss out on this absolutely unique opportunity I'm providing for you. For charter membership by March 15: https://alanweiss.com/store/quick-pay/

(Guarantee: If the technical gods undermine this project and it is unworkable, all advance payments will be promptly refunded in full in the same manner in which they were paid.)

If You Read This Far, Surprise: Premium Version of A Minute With Alan®: Everything has a premium version these days: Zoom, X, Linkedin, credit cards, hotel floors, liquor. My free A Minute with Alan® will continue every weekday. But if you want a personal version that will not be on the web, that will be emailed to you privately, in which I'll discuss sex, religion, politics, frauds, and no-holds-barred topics, five times a week for a year, send me a thousand bucks here: https://alanweiss.com/store/quick-pay/ No, I'm not kidding. Did you know that I once consulted for the Bureau of Prisons?

I was getting our pickup truck, which I rarely drive, filled with gas, and kept
the accessory switch on to watch the gas tank fill. The needle hadn’t
moved, and the attendant gave me my card back and said, “Thanks, have
a nice day.” I pulled away from the island and was about to stop and ask
about the needle not moving when I noticed I was looking at the engine
temperature gauge and, being early in the morning, it was all the way over
to the left on “cold.”

I stopped waiting for it to move.