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By the Ocean Partly Cloudy 76 Degrees 4:55 a.m. I’ve been doing Which Way Now sessions recently to help business owners get some clarity as we’re going into the coming year. I had one three days ago. A call with a guy who has a mind so brilliant it makes me look like a preschooler
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By the Ocean A Few Showers 74 Degrees 5:46 a.m. What is the “label” on the front of the “box” you inhabit in the minds of your prospects and clients? The answer might be something that describes a “doing.” Maybe the label simply says what it is you DO. These types of labels tend to
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By the Ocean A Few Clouds 72 Degrees 5:16 a.m. When a prospect asks a question like, “Should I buy this from you?” a salesman will answer with a confident YES and a trusted advisor will answer with something like, “I’m not sure yet, why don’t you tell me about your situation.” There’s enough room
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By the Ocean A Few Clouds 73 Degrees 5:36 a.m. I don’t really have sales calls. I don’t believe in them. Because I don’t want to work with someone I had to SELL on being there. If I end up talking on the phone with a prospect, I ask them what’s going on, I follow
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By the Ocean Cloudy 74 Degrees 4:18 a.m. I used to think it was a problem when a prospect asked me, “how can I work with you?” I used to think that meant I hadn’t been clear, that the solution that I put up on the shelf had been confusing. I thought that question was
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By the Ocean 76 Degrees 7:29 a.m. “You can buy 10 hours for $100 or you can buy 20 hours for $150!” This is a pricing strategy I refer to as “selling your services like a bag of fruit.” The more you buy, the lower the per unit cost becomes. It might make sense for
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By the Ocean Big Waves Everywhere 76 Degrees 6:36 a.m. Jim Rohn is known for saying that “you are the average of the five people around you.” When you hear that, it’s easy to think that, by changing those people, you can change you. This is wrong. Those people aren’t affecting you, they are reflecting
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By the Ocean Rain 75 Degrees 4:51 a.m. My three “rules” of business: Go the other way. Don’t follow the herd. Listen to your heart, focus that truth with your brain, be a solution to the problems of others. Never stop. I help clients a lot with the first two, but the third one is
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By the Ocean Breeeeeezeeeee 76 Degrees 5:13 a.m. If they can get you to fear, they win. If they can get you to shrink back, they win. If they can get you to shy away from your dreams and believe they are little more than the make believe games of a child, they win. I
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By the Ocean Lots of Waves 77 Degrees 5:23 a.m. In a time when it seems like so much is changing, one way to feel grounded and clear is to take a look at what is not changing. Human nature is not changing. It seems like it will not change. As far as I can