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2018 CPA Symposium – McCormick Financial Advisors – Bozeman, MT

A big thanks to Mike McCormick of McCormick Financial Advisors in Bozeman, Montana for inviting me to discuss the client's buying journey at his 2018 CPA Symposium.  The event was well attended by many of Montana's brightest CPAs, and included a number of highly entertaining and interesting speakers from the fields of private equity, law [...]

2018 CPA Symposium – McCormick Financial Advisors – Bozeman, MT2018-06-22T14:31:04+00:00

The Beacon Group – Portland, ME

Thanks to The Beacon Group for inviting me to Portland, ME for a presentation on the client's buying decision journey and a How Clients Buy book signing.  Beacon is a growth strategy consulting firm serving an impressive list of clients in the Healthcare, Technology, Industrial and Defense industries.  Not only are they wicked smart, they [...]

The Beacon Group – Portland, ME2018-06-21T14:18:12+00:00

Buyer’s Mind podcast with Jeff Shore

I recently spoke with Jeff Shore of the Buyer's Mind podcast about The Myth of Likeability.  It's kinda long, 30ish minutes, but I think there's a kernel or two in our discussion that'll be worth your time.  Enjoy!  https://lnkd.in/gwGzPYD

Buyer’s Mind podcast with Jeff Shore2018-06-06T23:47:17+00:00

Clients Hire People They Respect and Trust

As a follow-on to last week's blog post titled,The Myth of Likeability, here's the latest in our short video series promoting our new book, How Clients Buy.  This short video is titled, Clients Hire People They Respect and Trust. Thanks to our awesome interview host, Andi Baldwin, who works with my co-author, Tom McMakin, at [...]

Clients Hire People They Respect and Trust2018-05-01T03:15:11+00:00

The Myth of Likeability

Last week I was a guest on a popular sales podcast.  I won't say which one - it doesn't really matter - but it's a reputable podcast, particularly in real estate.  In fact, I felt pretty special as Seth Godin and Daniel Pink were recent guests of the show.  Not bad company, huh? I had [...]

The Myth of Likeability2018-04-13T17:42:21+00:00

Thank you for your support of the launch of How Clients Buy.

Friends and colleagues: I want you all to know that I am very grateful for your support of the launch of How Clients Buy on March 5 by John Wiley & Sons.  Thank you! Every few weeks, we will release a new short video interview where we address the key concepts in the book.  Some [...]

Thank you for your support of the launch of How Clients Buy.2018-03-30T15:25:33+00:00

How Clients Buy – Book Release Celebration – March 21, 2018

Friends & Colleagues: What better way to celebrate the spring equinox than to share a glass of wine together? Hope you'll join Tom McMakin and me for our book release celebration at the Country Bookshelf in Bozeman, MT this Wed, March 21 from 6-8pm. Wine and hors d'oeuvres will be served. P.S. I realize most [...]

How Clients Buy – Book Release Celebration – March 21, 20182018-03-19T17:24:24+00:00

How Clients Buy: Book Launch

Friends & Colleagues: I'm pleased to announce that Tom McMakin's and my new book, How Clients Buy, is now available at Amazon.  And, we have released our 2nd video promoting the launch of the book at:  https://lnkd.in/ebwEScR A big thanks to each of you for supporting in this book's 4 year journey. And, thanks to [...]

How Clients Buy: Book Launch2018-03-02T17:45:59+00:00

New Video: How Clients Buy

  Hi, friends and colleagues: Tom McMakin and I are four weeks away from the release date of our new book, How Clients Buy.  Our publisher, Wiley, says that the book will be available on March 5 at Amazon and Barnes & Noble.  To promote the book launch, we have produced a short 5 minute [...]

New Video: How Clients Buy2018-02-08T00:23:40+00:00

New Website for How Clients Buy

It's been a few months since my last update on our book, How Clients Buy.  Well, the book is completed and according to our publisher, Wiley, the book will be available from Amazon and Barnes & Noble beginning March 5, 2018. In anticipation of the release of our new book, my co-author (Tom McMakin) and I have [...]

New Website for How Clients Buy2017-12-08T16:00:22+00:00