What is a sentiment? You have no doubt heard this fact: what people remember most about you is how you made them feel. If you can make others feel valued, feel important, special, even loved, then you have made an impact. Read the rest of this entry »

Commercials were in the movies long before they began to precede the coming attractions (themselves commercials) in movie theaters. When Marty McFly orders a “Pepsi Free,” or James Bond drives an Aston Martin, or when we learn that Superman ate Cheerios for breakfast growing up, we are simply seeing everyday products as part of an everyday landscape. Read the rest of this entry »

Between BEFORE and AFTER there is the SOLUTION. And in the solution lies your opportunity to reveal not just what you did, but who you are. Read the rest of this entry »

Rebuilding doesn't start with marketing or prospecting. If you are rebuilding, then you're building new. Quality new construction starts with a solid foundation. Read the rest of this entry »

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 »

In some ways, the best method to achieving our desired outcome is to not obsess over it. Hence the clichéd expression: “It’s not the destination; it’s the journey.” This sounds contradictory: aren’t we supposed to be ardently focused on what we want? Read the rest of this entry »