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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Getting More and Better Leads


One of the consistent themes I hear from the contractors I work with is that, once we’ve got their sales process working, they want to get “more qualified” prospects.  That usually means prospects that aren’t so focused on price. How can you move from the middle income – or even upper middle income – prospects …

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Build that Wall?


There’s been plenty of talk lately about building walls… … walls to keep certain people out. But it occurs to me that walls (and fences) are sometimes built to keep people in… Prisons… Back yards… Daycare centers… What if you could build a wall around your clients to “keep them in your business”… to keep …

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Too Much Chaos


Okay.  Your kids are jumping around on the living room sofa.  You have $11.57 left in your checking account.  Your wife can’t find her keys… your truck won’t start… you’re living a life of unfulfilled dreams. They’re threatening a flood due to global warming… there’s a terror threat in New York… the sky is going …

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