You must engage your prospects by showing them what you can do, rather than just telling them. How do you do this? The answer is in two simple words. Read the rest of this entry »

A parent lamented her son not doing what he said he would do. "Don’t tell me," she would say. "Show me," she commanded. Why is showing better than telling? Read the rest of this entry »

Not too long ago a friend of mine (a young and very attractive woman) told me about the shortest blind date she ever had. The man arrived at her door to pick her up, took one look at her, said he needed to run to Wal-Mart to get something and never returned. He later said in an email: "You're out of my league." Read the rest of this entry »

Chances are you have heard the expression “Keep smiling and dialing!” The premise behind that idea is that when you speak to someone over the phone, the person on the other end can sense a “vibe” from you that is either positive or negative—and there is no neutral. If it’s not positive, it’s negative. In the absence of light, there is only darkness; there is no in-between. Read the rest of this entry »