How to Avoid Becoming Willy Loman
When you're sitting with a buyer for the first time, picture yourself as the buyer's peer in a similar business, having a drink, discussing issues relevant and gaining agreement and an understanding of the other person's views. If you're thinking
Marketing 101
The media hosts with the largest audiences (Stern, Imus, Limbaugh, Carson, etc.) knew exactly who their respective ideal audience members were and focused on providing the value those audiences sought. If you don't know your ideal buyers, then you're not marketing,
You Can’t Think About Proceding with this until You Speak to….
The acid test of whether your brand is strong and strengthening is in the amount of unsolicited referrals that you receive. If you don't get many of these, then you're not well-enough known in your "public square."
Are Attorneys Incapable of Strategy?
I'm going to demonstrate tactics without strategy: Some fool lawyers are proclaiming that the $10,000 an hour lawyer is coming (while others claim that AI will create $0 per hour lawyers). Even if they went to $10,000, they'd still be
Taylor and Me
My new book on Building Dynamic Communities will be released on the 29th, and is already doing very well on Amazon (!), and my first formal workshop is December 3. People wanted social proof about the efficacy of communities, beyond
Flight
I'm watching the gulls in Nantucket and they soar without flapping their wings in high winds. They have to flap and work hardest when there's no wind in order to create lift (the speed of air over their wings). When things
I Think You’re Very Intelligent Readers
At a high-end restaurant in Nantucket, we were seated next to a family of four adults and two children, girls of about 10 and 6. When they arose to leave, I said, "Excuse me, is that your daughter?" pointing to
Books
You'll hear claims that self-published books are better than commercially-published books because you can get them into print faster, there's no hassle in trying to get them accepted, you have more freedom. There is a role for self-published books, and
Where the Rubber Meets the Road
When people see my cars they ask me where I can drive them in Rhode Island because the roads are so bad! While that's somewhat of an exaggeration, the point is valid. No matter how fast and high performance your car,
Who Do You Know Who Can Use My Value?
Insurance, realty, and auto dealerships are largely driven by referral business. I've seen signs in medical practices, "We appreciate referral business." Every business can benefit from referral business. The question then becomes, "What are you doing to stimulate referrals and what