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When I ask a coaching client why he or she did not make the calls for referral business we had agreed upon:

• I was occupied with updating my computer software.

• I thought I should delay it, the holidays are only a month away and no one is around now.

• I’m working on exactly what I want to say.

• I think we should go back and change my value proposition.

• This guy never answers his phone, so why bother?

• I was about to but my spouse asked me to take the kids out.

• I was about to but my dog needed to be walked.

• “Alan, Alan, it’s a bad connection, let me call you back….”

When you don’t face up to your fears, your excuses never cover that reality. 

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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