In this audio tip learn what to do when you hear the words, “I’m not sure I can afford you!” I’ll cover: The “ultimate act of sales sabotage” we are all guilty of doing. (0:50) What happens to you AND your client when you do it. (1:06) An easy way to navigate it when it […]
Since my last blog post was on limit-busting, I thought a good follow-up would be something that I encounter in my work (and life) every day. In fact, I often end a client presentation with a drawing inspired by Seth Godin’s book, The Dip. It’s a way for me to visually share with my clients […]
I was having coffee this morning and enjoying the sunrise. My mind was quieter than usual (because the house was quieter than usual). And I was thinking about Will Turner who recently completed his first Double Ironman. (That’s basically swimming, running, and biking for 33 hours straight!) I was marveling—not only at his physical stamina and […]
My daughter celebrated her 3rd birthday this week. It was a blast watching her play with all her cousins, aunts, uncles, and grandparents. After she sacked-out unusually early for the evening (undoubtedly due to a birthday cake sugar crash), I had the opportunity to quietly lie in my own bed and reflect on how much […]
It was 8:45 PM. My wife Amanda and I had just stepped off the plane at Dulles International with our daughter, Logan, half-asleep in our arms. We were exhausted, but happy to be on our final leg home after a family trip to Lake Tahoe. A 50-minute flight to Richmond, and we’d be back home […]
You have undoubtedly heard the quote, “Knowledge is power.” I love a good quote, but I have to say that this one drives me crazy. I have lobbied against it in my own training with clients for years. When people say it, you usually see heads nod in complacent acceptance, like it should be taken […]
I think of myself as a pretty happy guy. In fact, when it comes to mental conditioning, managing stress and keeping a positive outlook, I’ve been an avid student, practitioner and teacher for many years. So what happens when life throws you some really hard curveballs? Can you always be positive? I don’t want to […]
Affinity for horticulture has run in my family for generations. It started with my great-grandfather, Dr. Francis Clements, a country physician and plant whisperer. I learned of his botanical prowess through stories passed down by relatives who intrigued me with tales of the man’s masterful ability to create spectacularly brilliant fruit trees, roses, and prolific […]
Can you remember a time you were fired up about taking on a huge project, and then ran out of gas long before you hit the target? Maybe you had a desire to double your income, or perhaps to expand your company to multiple locations. These goals all began with a great deal of motivation, but […]
Heated conversations are practically an everyday occurrence– something as simple as a discrepancy over a payment, a customer dissatisfied with a recent purchase, or a single, misplaced word unwittingly uttered by a loved one. How we interact in these situations will greatly influence the outcome. For starters, it will be helpful to clarify the difference between REACTING and RESPONDING. Reacting to something you […]
