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Training

How To Get Passive Introductions

One of the more interesting things we have found over the decades is that all Reps love Passive Introductions, where the client tells you “By the way, you should call my friend So and So, they just inherited some money and want to talk to

Resiliency Defined

What is Resiliency? Resiliency is the ability to focus on the mission instead of the means. It is the capability to switch from Plan A to Plan B, or C (even down to Plan Z if need be), to achieve the goal by whatever methods

Good Turn

Lord Baden Powell, founder of Boy Scouts, proclaimed: try and leave this world a little better than you found it. I have always adopted this when working with clients, and it creates a competitive advantage in the marketplace by

Process

“Anybody who is highly successful at what they do has a process” one of my closest friends told my son this weekend while he was working on his Engineering Merit Bade for Boy Scouts. And this guy is a GREAT engineer, the best I’ve

Resilience

What made Edison great? The same thing that made Bruce Lee into The Dragon. The same thing that created Milton Hershey’s iconic candy bar. That made our 16th President, Abraham Lincoln. Do you see the theme? Dr. Lucy Hone’s