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Training

Expectation of Success

What is your expectation of yourself today? Not this year. Not this quarter. Not this month or week. Today. What is your minimal acceptable threshold, and what is your goal that you are shooting for? We can all put on our

Hot Hot Hot

It’s hot out. Do something different that draws attention to yourself in a cool way. Have an ice cream cake delivered to that huge potential client. Use your social media to post refreshing recipes. Set up a lemonade stand and

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