Archive for the ‘Emmie Brown’ Category

Are You Guilty of “Drive-by Management?”

After we had been coaching together for a few months, Ted (a managing director in the insurance business) told me: “Before working together, I was guilty of drive-by management.” Ted, like so many managers, would do his rounds in the morning. He would pop his head in the door and ask: “How are you? Anything I can help with?” That was […]

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Confront Head On

Sometimes people don’t do what they say they will do. Sometimes the people that we lead are clearly acting out of bounds. These are times when they need to be confronted. As leaders, we may want to run from these conversations, but we need to run face first into these situations. The longer we put off having these tough conversations, […]

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How Important Is Your Tone and Posture?

As a coach, we begin every call with our coaching clients following up on actions items from the previous week. On a call with one of my clients, Josh, I asked him about using the cell phone technique. I was fully expecting to hear some enthusiasm and excitement from his experience. He wasn’t excited. Instead, Josh said he hated it! […]

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Using Your Cell Phone For Referrals

Some people don’t get enough referrals. It could be because they don’t ask for referrals. They may also have some weird or even passive way of asking. Then there are ways of just not asking effectively. For example, “Here’s my business card, if you can think of anyone, let me know.” Or, you they may ask, “Do you know of […]

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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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Who Would You Invite to the Recruiting Party?

Often times 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 […]

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The Two Types of Motivation to Know About

Most of us are motivated by contests and incentives or earning recognition. We like to work towards goals. This type of motivation is called “Toward Motivation.” There is another very powerful type of motivation that often gets overlooked, "Away Motivation." Let’s say it’s 3 o’clock in the morning, on a very cold night in early spring, you’re laying in bed […]

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Creating Momentum in Closing

Does this frustrating situation sound familiar? You get to the end of your presentation and ask, “What do you think?” Or, “do you want to move forward?” Then, your prospect responds with “Sounds good, but I’ll need to think about it.” Maybe you did not get the prospect to move forward because you did not create enough momentum to get […]

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