Mastering Your Message


I’m an AM news radio guy. I find the windshield-time passes much more quickly when I’m listening to an interesting news story, an interview, or a political analysis. To me, it beats the heck out of the pop music station, or listening to some inflated jerk go on and on about some inane topic. Anyway, …

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“… Look at everything she’s doing!”


A building designer named Jenny Pippin, who I’m doing some work with, shared with me an email she sent to an architect who asked her for advice in getting more referrals. Her response is an incredible demonstration of the saying, “Of course she’s successful… look at everything she’s doing.” Jenny is exceptional in several ways, …

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Are you financing your own demise?


These days a lot of people seem to think that hiring a contractor can be done the same way they go to Amazon to buy a book. I don’t have to tell you about the explosion of online tools and services designed to wage a triangular war between you, your prospective customers, and other contractors. …

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I’m sick and tired of crappy ads


I’m sick and tired of crappy ads. I just got back from a week of vacation.  Waiting for me in the huge stack of mail were 37 postcards from trade contractors of different types… painters, remodelers, roofers, sealcoaters, plumbers, hvac guys, landscapers, window and siding guys, among others. And not a single one was a …

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How to Bust Through Your Sales Plateau


When I was 11 years old, my folks sent me to spend the summer with my mother’s family in the south of Germany. By the way, that’s what so may immigrants to our great country do… they work and work and save their pennies so that they can travel back “home” for a visit. My …

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