Our mission is to spark new thinking and ideas for creating a thriving business and rewarding life.

We continue the question and answer format this month. Please send your questions to me at [email protected].

Opening Thought

We’ve entered a period of “woe is me.” People are leaving “toxic environments” and are “quietly quitting.” They do not feel obliged to “perform” or try to impress at job interviews.

Those are all personal choices, and while generating huge press, I’m convinced represent only a pitiful minority of people. We have to convince our corporate clients of the best ways to create healthy workplaces, including candid communications, recognition of talent, and appropriate non-monetary rewards (money is not a motivator).

We also have helped individual coaching clients identify and select ideal positions for their talents and goals, and how to “show up” so that they are the best choice.

Hopelessness is spawned when people feel they can’t compete, and that’s a personal choice.

Q&A

“A significant prospect has told me that they’ve heard good things about me, and have asked how large my firm is. But I’m a solo. Can I cite subcontractors as part of the firm?”

—H.H. Ulbrech

Change the question. Ask, “Why do you ask this?” If the buyer says that the belief is that many resources are needed for their type of issues, respond, “The reason you heard such good things about me is because I operate swiftly and efficiently and resolve issues in a third of the time a large firm would require just to get the paperwork correct!” This is what I call “reframing.” The very reason the buyer is talking to you is because you’re a solo. (If I were starting again today but knowing what I know, I’d never use Summit Consulting Group.)

“I work for a boutique consulting firm and think I’m ready to go out on my own. I won’t be using any IP from the current firm, and I will stay away from their clients. But I’m concerned if I tell the owner he’ll immediately threaten a lawsuit. What language should I use?”

—Catherine Adamante

In all candor, this is always tricky. First, I’d give at least 60 days’ notice to transfer client duties, train someone, and so forth. If you’re due any bonuses, commissions, or deferred compensation, you may want to delay until you collect it. Assure the owner that you will not use the firm’s methodology or approach their clients or prospects, and offer to sign a non-compete. Consult your attorney before you talk. If you have an employment contract of any type, show it to the attorney. When you are prepared to talk to the owner, I’d explain that you’re trying to plot a certain future for your family, you hope he understands, and ask how you make your departure as positive for him as you can. (Be prepared if he asks you to leave immediately, and simply agree.)

Send your questions to me at [email protected]

Developmental Stuff

Reach

As mundane as it sounds, the most successful entrepreneurs build great lists of prospects. I call “reach” the combination of large lists that are populated by buyers and recommenders, quantity plus quality. Join me to learn how to build these lists, “evangelize” them, cleanse them, and utilize them for virtually zero cost of acquisition of new business—live, remote, and passive. Three hours on Zoom, also recorded: alanweiss.com/growth-experiences/reach/ There are a lot of consultants with excellent ideas and methodology who simply can’t get on radar screens. This is how you do it.

Alan’s Coaching Confidential Newsletter™

Sign up to receive my unique, monthly, highly targeted newsletter which will contain inventive coaching methodology, case studies, and strange experiences in the coaching trade! I’ve coached thousands of business executives and entrepreneurs globally. alanweiss.com/growth-experiences/coaching-confidential/ Write me for a sample copy: [email protected], subject line: Sample Confidential.

The Remote Millionaire

I think we’ve learned from the pandemic that we can be ever more valuable on a remote basis. This session will focus on how to install that as a major (or entire) aspect of your business. Check out what’s available for you.

Meet Me in London

I’ll be hosting a two-day, high-level discussion of likely business futures globally, financial considerations, global passive income, the new realities of sales, new approaches to strategy, and so forth. There would be a limit of eight people. I’ll also conduct a full-day experience for a larger group, probably a limit of 30, for an entire day which will address new approaches to value based fees, the five essential short-term revenue generators, role playing difficult conversations, the advanced Accelerant Curve, and scaling the practice.

At the Baglioni Hotel, across from Hyde and Kensington Parks.

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.

Beyond Thought Leadership

I’m bringing six experts and huge successes from five countries, spanning the globe, to a 2.5 session with a series of 90-minute interviews I’ll conduct, plus new IP and case studies. The seventh interview will be with me. Nothing else like this, and it’s far too difficult to coordinate schedules to do it again. So it’s now or never. Learn from your peers how they have scaled their business and built great lives.

One seat remains. W Hotel, South Beach, Miami.

Million Dollar Consulting® College

I’ve been asked to run this again, and I miss it, so I’m going to do it on December 13-15 (2.5 days) in Castle Hill, Newport, RI, my usual stomping grounds. The beach houses in the winter are fantastic. There’s a great holiday atmosphere that time of year. It will be on my site next week. I’ll be focusing on what I’ve seen as the critical areas for success: brand-building, accelerating referrals, provocative IP, low labor revenue focus, the post-pandemic lasting realities, and so forth.

The fee is $15,000, which includes lodging, breakfast, lunch, breaks, and one dinner. If you catch me at the bar, it could include two dinners. I’m also going to take time to show how I create this and other workshops, step by step, live or remote. Past grads are welcome to attend for $5,000.