I was slated to meet with Linda at a coffee shop in Richmond a few months ago. She’s regarded as one of the best business consultants in the city, and an excellent person to have in your networking circle. She graciously carved out some time in her busy schedule for a face-to-face meeting with me, […]
As a manager, have you ever wished that your team was stronger? Have you ever wished you had a team of superstars who were outperforming their competition at every turn? What about a team that consistently exceeded their sales goals? Well, if you have…I have good news and bad news. There is only one thing […]
Referrals are the life blood of any business, and a steady stream of prospects coming from referral partners should be the most plentiful and predictable means of obtaining high quality clients. After years of working with recruiters, small business owners, attorneys, and allied health care professionals, I’ve observed a pattern of inconsistency and unpredictability in […]
Role Plays…two words that will make even the heartiest and fearless of salespeople get a bit queasy. Let’s face it, no one likes to be put on the spot and critiqued. But I’ve yet to find a better way to really see whether a salesperson “gets it.” I’ve spent the past two days in Birmingham, […]
I love the Olympics. As I watched Shaun White’s epic third run to clinch Olympic gold in the Men’s Halfpipe in Pyeongchang, the emotion and exuberance of the moment was truly inspiring. It was made all the more poignant because it was part of a larger narrative, that included an awe-inducing comeback story. With two […]
I’m passionate about cutting firewood! For over 40 years I’ve toiled in the deep woods throughout the state of Virginia, logging, splitting and stacking this wonderful source of primitive heat. I’ve also picked up a few life lessons while harvesting this extremely labor-intensive natural resource. There is one lesson in particular I would like to […]
What is mental model? In its simplest form, a mental model is a mind-set, an established template that results in expectations and assumptions about how any given situation should or will unfold in one’s life. A mental model can be basic, (such as expecting the ice on your front walkway to melt when you sprinkle […]
