66 Days That Will Shape Your Future: Chapter 22 (Audio + Text)

Hi, friends & colleagues: Motivation is what get's you started; habit is what keeps you going. Jim Ryan, Olympic runner, ESPN's Best High School Athlete of all Time, first high school runner to break the 4 minute mile This week's excerpt from my new book, How To Win Client Business, is from Chapter 22: Making [...]

66 Days That Will Shape Your Future: Chapter 22 (Audio + Text)2022-08-02T12:11:11-06:00

Guest on the Sell From Love Pocast with Finka Jerkovich

  Hi, friends. I was a guest last week on the Sell From Love podcast. Finka Jerkovic is an insightful and entertaining host and I also think you'll enjoy her excellent book by the same title - which can be found on Amazon. Finka specializes in the financial services industry, but there is a lot [...]

Guest on the Sell From Love Pocast with Finka Jerkovich2022-07-07T16:15:49-06:00

The Daily Habits of Successful Rainmakers: Chapter 21 (Audio + Text)

Hi, friends & colleagues: Most of us enjoy our work in professional services; it challenges us and we get to solve important world problems. And we get paid pretty well in doing so. But the hard reality is that in order to make partner or succeed in our own firms, we have to learn how [...]

The Daily Habits of Successful Rainmakers: Chapter 21 (Audio + Text)2022-06-28T11:12:15-06:00

Transparency Is Good, Right?: Chapter 20 (Audio + Text)

Hi, friends & colleagues: This week's excerpt from my new book, How To Win Client Business, is from Chapter 20: Transparency Is Good, Right? - How and When to Be Transparent. This chapter discusses the importance of sharing our authentic self with our professional ecosystem. Being transparent applies to our personal qualities that make us [...]

Transparency Is Good, Right?: Chapter 20 (Audio + Text)2022-06-16T10:32:53-06:00

How To Win Client Business: Chapter 19 (Audio + Text)

Hi, friends & colleagues: This week's excerpt from my new book, How To Win Client Business, is from Chapter 19: The Art of Keeping in Touch - Finding Opportunities to be Thoughtful and Helpful. This chapter discusses the importance of showing others in our professional ecosystem that we care about them and want to be [...]

How To Win Client Business: Chapter 19 (Audio + Text)2022-05-31T13:01:54-06:00

Thank you to ECG!

Thank you to Chris Collins, President of ECG, for inviting me to lead a How Clients Buy workshop in Dallas for their senior leadership team! Also, heartfelt thanks to Michelle Holmes, Chief Operating Officer, and Mary Bona, HR Director, for making me feel so welcome and for their leadership in making the event a big [...]

Thank you to ECG!2022-05-13T11:57:27-06:00

How To Win Client Business: Chapter 18 (Audio + Text)

Dear Friends & Colleagues: I haven't posted in a couple of months and the reason is I moved from Montana to New Mexico. And, for all of us who have moved in the recent past, it's a time commitment. Every time I move I swear it's the last. And, yet, we move. I'm settled in [...]

How To Win Client Business: Chapter 18 (Audio + Text)2022-05-31T12:27:01-06:00

How To Win Client Business: Chapter 17 (Audio + Text)

  Dear Friends & Colleagues: This week's excerpt from my new book, How To Win Client Business, is from Chapter 17: What Is Trust and Where Does It Come From? This chapter begins the discussion on the 4th rainmaker skill: Develop Trust-Based Relationships. All rainmakers demonstrate the ability to build trust-based relationships. As we've discussed [...]

How To Win Client Business: Chapter 17 (Audio + Text)2022-03-06T10:25:03-07:00

How To Win Client Business: Chapter 16 (Audio + Text)

  Dear Friends & Colleagues: This week's excerpt from my new book, How To Win Client Business, is from Chapter 16: Why Advertising Doesn't Work For Us. In this chapter, I discuss why advertising doesn't work for the professional services in the same way it does for products. As we've learned over the previous weeks, [...]

How To Win Client Business: Chapter 16 (Audio + Text)2022-02-23T11:09:57-07:00

Podcast with Dave Bayless of Human Scale Business

                        Friends & colleagues: Dave Bayless is one of the best minds in business. His experience and breadth of knowledge are extraordinary - and his advice and counsel are sought out by many entrepreneurs and business leaders. I jumped at the chance when he [...]

Podcast with Dave Bayless of Human Scale Business2022-02-16T11:06:20-07:00
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