My personal story … Growing up it was my dream to become a lawyer. My father, however, was deadset against a university education for his daughters. “What’s the point?” I remember him saying. “A few years from now you’ll meet a man,...
“Hello. Of course I trust you!” Starting work with a new client can be an exciting experience. But what if the relationship goes wrong and the paperwork isn’t in order? Over the years I’ve been burned, especially when I worked on a commission...
I don’t know about you, but when life is coasting along smoothly I tend to get a little complacent. A bit of drama every now and then shakes things up, in a good way. It puts me on my toes. Gives me the edge I’m looking for. Some of my most creative...
Several years ago I met with a prospective client who’d just relocated with his family from interstate. He had an established business, a great product, and a very impressive past projects portfolio. He was a referral from a valued associate. Unfortunately, he did not...
Don’t go ignoring signals from your prospective customers that they are ready to sign on the dotted line. Even while you’re still in the middle of your presentation! Watch out! Because some people get sold quickly. I know we are conditioned to believe that...
