Archive for the ‘Blog’ Category

Can’t Be One Foot Out the Door

I was having lunch the other day with an advisor. She’s one of those driven, “I’m going to make this work and I’m going to be the best….” type of people. She has what other people want. When I say that, I mean the drive. Vision. Knowledge. Motivation. The advisor wondered why it wasn’t working; why it wasn’t going the […]

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How Rewriting Your Self Talk Can Make A Difference

When I first started working for Southwestern Consulting, I spent four years on the road touring with our seminar division. We had a big conference that toured the country and every four months that conference would go to a different city and I would move with it. I lived in 12 different cities, and every four months I would start […]

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Heroes Run Amongst Heroes

Being a hero does not necessarily mean saving babies from burning buildings or rescuing kittens from trees. While those are heroic efforts, the more prevalent form of a hero is the person who does something extraordinary. To take it a step further, it can also be someone who makes someone else feel extraordinary. One quality of heroes: they run amongst […]

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The Juggler’s Dilemma

Do you ever feel you are juggling so many balls, one or more may have to be dropped? Some friends and I were catching up and talking about all we had going on with our lives. They heard some of the things I am currently doing and gave me some unsolicited counsel. They said I should drop something. I fully […]

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Don’t Do Just Enough

Don’t do just enough. We get to do it once. That’s it. Do you sell yourself short by just doing enough to get by? I see so many people struggling just to get by. We may not be making the money we want or we don’t have the job or career we want. We don’t see or talk to family […]

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Shake Up Your Response

You’re out there meeting new people or networking, and you get asked the same questions. Those oh-so-normal conversational questions that everyone seems to ask. The “how are you doing?” or “who do you work for?” kinds of conversation starters. Most likely, you are like everyone else and reply with basic answers and lose your opportunity to stand out. It’s time to show […]

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How to Better Train in the Field

I recently had one of my clients come to me and say, “I am not sure my managers are working with people very effectively in the field; can you check it out for me?” After investigating, they weren’t! They were working with their agents all day long in the field doing the presentations, but expecting the brand new rookies to […]

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A Holiday Party to Remember

Is your holiday celebration going to be the same as always or are you ready to start a tradition that is truly the gift that keeps on giving? Are you ready to stand out as the best boss ever? Are you ready to create loyal employees who would never want to work for anyone else? A couple of years ago, I […]

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Build Up Their Skill Set

I constantly hear of people giving in to their made-up battle while prospecting. These principles I’m about to share will ensure a win! It’s great if you are trying to make connections with people. You’ve used those name connectors, but you are still not getting the respect you know you deserve. You almost feel like a lower person with the […]

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2 Essentials of a Mountain-Moving Compliment

Robyn Lee taught me an incredibly powerful lesson.  Robyn is a UCLA grad who I got to lead over the course of 6 years while she worked with Southwestern. She taught me the power of a well-delivered compliment and how it can change the trajectory of a person’s life. Robyn didn’t share this lesson with me by telling me. She […]

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Call Reluctance

This one is big. If you are in sales, EVERYONE struggles from it. Whether you want to admit it or not, we do. Here’s how you know. Do you ever put off calling someone? Do you plan calling hours? Do you plan calling hours and things get in the way? Hmmmmm. Do you creatively avoid making that phone call? (Checking […]

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How to Accelerate Your Prospects with Meaningful Words

When was the last time someone told you just how great you are? Maybe you heard they had a true and honest appreciation for the type of person you were. I bet you can remember that they spoke power into your character and life! It’s something we can almost always enjoy to hear. This is how you can Excel-Orate your prospect. “Excel,” which means move […]

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Who Would You Invite to the Recruiting Party?

Oftentimes managers recruit through cold sources. They recruit on Monster or Craigslist, and they recruit people they don’t know. Those people come to the company not knowing anyone, and when they have challenges, they don’t really have anyone they already know or trust to turn to. They don’t have an emotional connection with someone inside the company that is strong […]

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A Lesson in Attitude: When There’s No Air in the Spare

Your attitude is not determined by your situation. It’s determined by you. This is a lesson none of us can learn too young. Many people go through life never learning it. And their attitude shows it. As I was driving down a two-way road talking with my daughter, she commented on how narrow the road was. Then we got distracted […]

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Mistakes and Failures: A Valuable Teacher or Blunt Force Trauma?

John Dewey famously said that “Failure is instructive.”  To that, I boldly say, maybe.  The point of this blog is to help you think differently about mistakes and failures in your life and indeed use them to help you grow. Our Fear of Failure Anyone reading this blog has probably experienced the fear of failure. Sadly, fear of failure oftentimes […]

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