Trust Me
A "trusted advisor" is someone whose expertise is highly valued, in whom the client has great belief, and who is highly responsive to client questions and issues. A "retainer" is merely the monetary conveyance that pays for such access.
Backbone
When you push a book that's on a table, the book will move. However, if you push a book that's resting against a wall, it will not move, no matter how hard you push. With prospects and clients, are you on
The Successful Sales Meeting
Every business meeting you enter you should enter with confidence. If you don't have this attitude, you are far more likely to have an unsuccessful meeting. It's as simple as that. How do you ensure the confidence? Simple: Prepare in terms of
To Do or Not To Do, That Is the Question
Consider eliminating "to do" lists and starting a "to create list." If you focus on what your outcome should be, as opposed to your tasks, you may just find that you don't need nearly as many steps to get there.
That Sound? It’s the Breakers. No, I’m Not Kidding.
I'll be on vacation in another week, and I tell people to feel free to call my cell while I'm on the beach. Most are astounded. But I don't mind taking calls (and making money) when I'm a few yards
Doing, Not Dreaming
If you are still trying to do something you begin three months ago, that's not good. If it were six months ago, that's terrible. And if it were longer than that, you're just kidding yourself about really attempting to do
Half Full or Half Empty
I hear a great many people complaining about the difficulties of publishing today, yet I see a many people successfully doing it. I always ask myself, "Is anyone doing this anywhere in any way?" If the answer is yes, then
Hello? Hello?
Bear in mind that the value is in being highly responsive, not instantly reachable. You'll screw up your life if your cell phone number is in thousands of hands and those people feel they have the right to call at any time, and
Take It Or Leave It
I'm told that Cisco takes 120 days—four months—to pay its venders and suppliers. Of course, there's no sound reason for that except to maximize their cash flow by taking advantage of small businesses for whom cash flow is even more
Detour
Have you ever taken a detour to avoid traffic jams? The same tactic helps in business.