Archive for the ‘Leadership’ Category

Are You More than 50 Miles from Home?: Outsourcing Leadership Development

Reagan era politician and well-known political strategist Edwin Meese is famous for saying the following: “An expert is somebody who is more than 50 miles from home, has no responsibility for implementing the advice he gives, and shows no sides.”—Edwin Meese Sage wisdom, and it’s even truer today for leadership development.  Why?  Let’s break it down. More than 50 miles […]

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What Closing Is Not

When you think of closing, what comes to mind? For most people, they think of being strong-armed. They think of a pushy, sleazy, manipulative salesperson.  They have negative connotations with closing because they really don’t understand what closing is. In order to be more effective in sales, you actually need to change your perception about what closing is and what […]

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Easy Ways to Make Your Meetings More Fun

Your meetings are boring. They are. It’s not that you are boring. It’s that people get sick of hearing from the same person. People get sick of hearing me if I am the only one talking too. (Just ask my team; they will tell you.) After a while, we can all sound a little bit like Charlie Brown’s teacher: “Wah […]

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Delegation, Humility, and Wisdom

Have you ever thought about the correlation between delegation, humility, and wisdom? To make sure we are on the same page, here are a few quick definitions of each: Delegation: the granting, passing, or transferring of authority and associated responsibilities. Humility: a modest view on your own importance; freedom of pride and arrogance. Wisdom: the ability to discern between what […]

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Seemingly Impossible to Possible

Have you reached a certain level of success and then found a lid that you couldn’t lift to reach the next level? These clients share their stories; sound familiar? Accountability is why Deborah Johnson signed up for Top Producer’s Edge. She had been a successful headhunter for 15 years, making good money and sort of floating along. She found that […]

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Coaching to Skill or Will

One of the hardest parts of being a leader is confronting an underperformer. It is difficult because it is uncomfortable. Sometimes it is difficult because you just don’t know what to do to help that person. When someone is not reaching their potential, it is always a matter either of skill or of will. Our job as leaders is to identify […]

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How to Live Your Own Wow Now: An Interview with Michelle Miller

It started when she found a random ad on Facebook. Remote Year. Michelle signed up to do ten countries and twelve locations in one year. What I love most about her adventure is there were no concessions made. “I didn’t want to go on this journey thinking or having people say, ‘You didn’t succeed, but at least you had a […]

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Create Your Ideal Schedule

Effective self-management begins with a well-planned schedule. The strategy is to create a schedule for the entire week which includes both professional and personal activities from the time you wake up until the time you go to bed. The idea is to treat this like you’re back in high school and schedule your activities in blocks of time.  I understand […]

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How to Get a Meeting with Anyone: An Interview with Stu Heinecke

If you knew you would be 100% successful at getting an appointment with your ideal customer, what would that do for you? One meeting can change everything. What if you could to that 100 times, with 100% effectiveness? How long would it take for your business to be where you want it to be? If I told you that there […]

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The Emotions of a Salesperson

“When you feel so mad that you want to roar, take a deep breath and count to four.” Those are the words of a children’s song, sung by Daniel Tiger. He’s the main character in a show produced by the Fred Rogers Corporation. Mr. Rogers believed that if we teach children what to do with their feelings—in other words, how […]

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Celebration, Not Just Confrontation

If you tell yourself, “Accountability is really uncomfortable for me. I just don’t like doing it,” then you probably don’t understand what accountability is. Many sales managers they think that accountability is synonymous with confrontation. They think that what it means to hold someone accountable is to get in that person’s grill, to call them out about something, or to […]

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From Personal Chit-Chat to the Sale

The following question was recently asked of me: “How do you move from ‘personal chit-chat’ into your sales presentation?” That’s a good question. My advice: don’t start a sales meeting with “personal chit-chat.” What? Have I lost my mind?!? This is how everyone does it! Yes, but is everyone a Top Producer? Here is how the Top Producers do it: […]

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How to Lead from Anywhere: Interview with Jim Stryker

How do you eat an elephant? One bite at a time. How do you win big? One small victory at a time. Jim Stryker, who is in the elite club as far as production and leadership, breaks down high achievement into a mindset and small “base hits” that add up to big results. Jim says that victory begins with the bed—it’s […]

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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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Are You a Manager or a Great Leader?

One of my favorite pieces of leadership advice when running a 1,000+ team was: “You can’t do for one what you can’t do for 100.” Think about that. Think about your business and what you are doing for your team members today. Write out that list and now put on your thinking cap. What can you do to systematize this […]

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Stop Doing it For Them!

Often, we as leaders, feel that we get our value from doing everything for our team members. Oh! I’ll go to that meeting and close that sale for you. Oh! Ask me any question you have about how to do something and I’ll answer it right away. I know how it is. We feel that this is the reason we […]

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