Give Them a Fish

Most of you I am sure have heard the quote, “Give a man a fish, and he eats for a day.  Teach a man to fish, and he eats for the rest of his life.” There is a very broad gray space between “teach them to fish…” and “they will eat for the rest of their lives.” A fish can be considered a consumable, an end product, a one-time only deal.  A fishing pole can be called a tool.  Teaching a man to fish is education and training.  End product and tool are pretty clear concepts. Education and training are
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You can’t just wing sales

As Mark and I have been traveling around Maryland and even parts of the country to talk about B.A.N.K. as a sales tool, I’ve been realizing that it’s just that… a tool to fit into an existing sales process. Let me say that again. An existing sales process. You can’t just wing sales. You have to have a process through which you take your prospects. Not just so that they feel taken care of and confident in YOU, but so YOU can feel confident in YOU. If you’re just winging it, then you’ll miss something, make a mistake, say the
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May all your workdays be Wednesdays

You might think that I am talking about Wednesdays as being hump day, as in, the middle of the week, all downhill from here, smell the finish line, light at the end of the tunnel etc. In this case it actually refers to my time as a mental health intern when I had very full work days. I worked at a counseling center 3 days a week.  Mondays were usually 5 to 6 client hours.  Tuesday mornings were full of meetings and then another 4 client hours in the afternoon.  Wednesday consisted of 8 client hours and 1 supervision hour…
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5 Pillars of Enhanced Employee Engagement

  For many of us small business owners and entrepreneurs, we started our business from a deep core and purpose. Heck, even companies that are huge today started out small, and probably from some spark of passion. That spark, that purpose, is what I call the Deeper Why. We all have it personally, even if some of us search to clarify exactly what that it is. And companies have it (or they should, in my opinion). While I could maintain that most business owners and CEOs know their Deeper Why, what about all the employees and team members? Do they
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Why I’m Not Buying From You

Mark and I recently had a representative from a local cleaning company come to our house to give us an estimate of how much it would cost to clean our house. I had heard about them from a direct mail piece, and I was impressed with what I read.  Based on their literature and the process they shared (I do love a good system and process), I was ready to sign. And I didn’t sign.  As a matter of fact, I don’t know what it would take for them to win me as a customer at this point. I’m sure
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Find Your Hourglass

There are multitudes of chores, tasks, and “have to do’s” we dread having to do.  Most of us would happily throw out the whole delaying gratification thing if there would be no consequences.  There are a few people who are lucky enough to actually  enjoy certain things that would fall into the mundane and/or out of our comfort zone for most of us. I am sure there is someone in the world who lives for cleaning, but for the rest of us we will most likely not be saying, “I wish I had done more cleaning” on our death beds.
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Top 10 Duties of a CEO (Are you doing these?)

  Nowadays, it’s easy to start your business, find resources to help you, attend networking events in all shapes and sizes, and use online tools to market and run your business. The drawback is that there are a lot of small business owners out there who are really glorified service providers or hobbyists. And they’re missing out on running and growing a true business. They need to be CEOs, not worker bees. How does that land for you? Do you consider yourself a CEO, or does that word seem too big to describe you? Do you run your business consciously
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Territory

Observing my cat Kojo recently, I noticed his behavior has changed since he arrived two years ago. Back then, he would chase off any cats within his sight anywhere in the area. This day, however, he saw a black cat walking rapidly along the other side of the street where we live.  He kept his eye on the cat, and did not pursue…. what had changed? I say he had become much more confident about his home, and the boundaries of his territory.   Also, he was aware the other cat was on a mission and would soon be out of
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How to Create an Amazing New Customer Experience

  You know what the most important thing about a new sale is? What happens AFTER the sale. Whether you sell flowers, watches, subscription boxes, coaching, healing services, or anything else in between, you need a strong onboarding process and new customer nurture campaign. Why? Well, because it costs five times as much to attract a new customer than to keep an existing one. Here’s another statistic: the probability of selling to an existing customer is 60-70%, while the probability of selling to a new prospect is 5-20%. (Source: http://www.invespcro.com/blog/customer-acquisition-retention/) What that means is that loyal customers are more likely
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Vantage Point – Your Ideal Client’s Point of View

  Some time ago, a former client explained to me what happens when some relationships end. She said it’s like walking with someone along a path. You both can see the same thing because you’re looking at the landscape from the same vantage point. You have a commonality. Then, the two of you come to a river and stop. The paths diverge. You can either cross the river or continue along the river on this side. Your path takes you across the river. The other person, though…. her path is different. She can’t or won’t or doesn’t need to cross
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