Your “Life Well Lived” Check-Up From the Neck-Up
Ivy Ledbetter Lee, born in 1877, was once paid a King’s Ransom for the ‘most profitable advice’ that Charles M. Schwab (not to be confused with Charles R. Schwab, the financial industry titan) ever received. Schwab, then President of Bethlehem Steel (owned by Andrew Carnegie) sought to improve the personal…
Concentrate on This
Recently one of my good friends, Bob, experienced a family emergency. Like many ETR readers, he is now responsible for the medical care of a parent, while still having the responsibilities that go along with trying to grow a business. Perhaps you are facing a similar dilemma of priorities in…
Client Attraction Secrets From a Blue Tick Coon Hound
My dog’s name is Tucker. That’s Tucker right there. “Allegedly,” he’s a blue tick coon hound, but I doubt we’ll ever know for sure. What I do know is that he’s a hunter. Watch out if he spots a bird or a squirrel. Once that happens, he goes into pursuit…
The All-Time Best Way to Get (and Keep) a Customer
If you can’t sell your product or service, you don’t have a business. Plain and simple. So, as Michael Masterson has said in ETR and in Ready, Fire, Aim, your primary concern has to be making sales.
“Keep Going—and Other Key ‘Secrets to Success’”
When you see or hear about someone who has created extraordinary success, do you wonder how they did it? Do you put them on a pedestal—or do you assume that if they can do it, you could do it too? I once wondered how the successful did it. Was it…
The Best – And Most Profitable – Policy
“Honesty is not a self-denying virtue. It’s one of the greatest assets a salesperson can have.” ~Harry Browne, The Secret of Selling Anything One fine, sunny Florida morning, while I was deeply engaged in writing my latest book, I missed a phone call from a gentleman saying that the talk…
How to Be a Successful Closer
Everybody negotiates all the time. It’s part of everyday life. But most people just don’t have what it takes when it comes to getting the best personal outcome. They get jittery. They squirm. Some are stretched so far beyond their comfort zone they can literally feel ill. But in business…
The Client Attraction Paradox: How To Attract Clients Without Needing Clients When You Actually Need Clients
Today, I’m going to tell you about something I call, The Client Attraction Paradox. If you understand this, you can go far. If you don’t understand it, you can struggle. Working with clients is a crazy business. We are in the business of helping people. And yet, if you’re too…
#1 Law that Will Turn Your Life Around
Dinner that night, at a seashore restaurant in sunny San Diego, had turned awkward. To my left was one of the most generous men I knew, my business partner, Bedros Keuilian. To my right, a gentleman, HT, that we had met at the seminar earlier that day, and whom Bedros…
How to Overcome Your Fear of Selling Yourself
Years ago, I spent a summer in the desert of Arizona selling for a computer services company I worked for. I was tasked with driving around to businesses, walking in cold, and pitching the service. Over that summer, I did put a fair amount of miles on the car. Sadly,…
A Few Simple Rules for Work
As a parent the hardest thing to do is not to be a hypocrite. You tell your kids to do one thing – the right thing – but you don’t stick to your own advice. Often the right thing is more difficult than the wrong one. This is very human…
The Formula for Making Money
It was 9:45 on a Saturday night. In California. That put me five hours past my regular East Coast bedtime. But there I was, still on stage in front of over three hundred small-business owners, showing them how to extract more profit from their businesses. I loved it. Nothing gets…