Whoops, I’ve Done That Before!

I’ve discovered some unique self talk that instantly turns my feelings from negative to positive, reduces my self-righteous outbursts, I’m being kinder to those around me, and immediately makes me feel better about myself. I do it by recognizing my

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Do You Want To Work With Them?

Hartman and I were discussing a prospect, and he posed the question: Do we want to work with them? They certainly were qualified. They wanted it. They needed it. They would use it. They could afford it. We were dealing

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Prioritize!

Take your Dream List and a yellow highlighter to a place you feel creative. Review your list and highlight the dreams which resonate with you. When you’ve finished, get up and walk away from it. You’ve just made significant progress.

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The Power of Discomfort!

I made a suggestion to a client this week who responded: I’m just not comfortable doing that. I replied: I get it. Do it anyway, it’s the necessary action to achieve what you want. As you do it, you’ll get

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Dream It Up!

What a perfect time of the year! We reflect on what has recently passed; we dream up our new beginnings, our future selves. We don’t have to make any immediate choices, we’re just dreaming. We’re not judging, we’re not deciding

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The Busy Man’s Creed

When I first read The Busy Man’s Creed, I was unaware of Elbert Hubbard, who died in 1915 on the torpedo-sunken Lusitania. He was the author of A Message To Garcia, an inspirational classic. Now, decades later, his books fill

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Beware the Terrible Toos!

What do these sentences have in common? I ate too much. I slept too late. I worked too hard. You’re right, the word too. Anytime you see it, use it, or read it, you know that what it refers to

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Why Are You Thankful Today?

Here’s why I am: I’m alive and free in America; so is my family. I run my own business. I have books and can read them. Plus: baseball, Sherlock Holmes, and snow. And: My new knee, replaced in September. My

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Want To Improve Your Sales Results?

Owners and sales leaders ask: What can we do differently to help our sales teams improve? My answer: Do more planning, strategizing, and preparing and do it differently than most. Why? It’s tougher and tougher to get to the decider. There’s more

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What do you expect?

What do your co-workers expect of you? What do you expect of them? Of yourself? Understanding what’s to be expected is a key for professional and personal development, for decision-making, for team-building, and for any achievement. “I know what she

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An Easy Way To Improve Your Health!

Would you spend 10 minutes, sitting down, reliving the bright spots of your day, to improve your health in a significant way? Seriously, would you? Here’s what research has discovered—if you spend 10 minutes at the end of your workday writing

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Clarity: The Soul of Success!

A prospect was playing “Stump the Coach” with me. He said, with a bit of a smirk: If you had to tell me in 25 words or less how you can help me accelerate my business growth, what would you

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Will you find a way…or an excuse?

Often I meet with people who are dissatisfied with their lives, their accomplishments, themselves. When I ask what they should do about it, every one of them knows the answer. Asked if they will, many waver, then backtrack. They explain in

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Know You Believe It!

Beliefs matter. Belief is the engine which causes us to act. Our actions reinforce those beliefs. Good ideas matter, as bad ideas matter, because of the actions they motivate, the ideas they reinforce. Cause leads to effect. We develop our

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What Gives Meaning To Your Life?

What gives meaning to your life? What’s your purpose? Could you answer if you had more time? It bothered me when I didn’t know my purpose, my reason for being, for getting up and doing what I did. I decided

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What Does That Mean?

Here’s my favorite question right now—What does that mean? I ask myself, I ask my sons, I ask my clients. Most statements we make are vaguely general. Same old lines, blah, blah, blah; automatic, uninspiring, boring. I need to get

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Willing To Walk?

Three clients requested help with negotiation skills. It’s one of my favorite topics and here’s why. No matter who you are and what you do, you’re constantly negotiating. You’re trying to move others to your viewpoint, your activity, your belief.

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We Live Up To What We Write Down

Harvard Business Review* asked Dr. Robert Cialdini, expert on persuasion: Why does getting it in writing matter? His response? People live up to what they write down. People live up to what they write down. It’s the reason for written,

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What You Tolerate, You Encourage

Be careful what you allow, what you tolerate, what you accept. Often, it seems such a little thing, like telling a white lie. A white lie, seeming insignificant, is still a lie. When does a “little” lie become a “big”

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Create Your Perfect You!

Our vision of the future is blurred, indistinct. This vague and dim picture confuses our brains. The brain looks for patterns, seeks targets, and is biologically motivated to achieve. The more we clarify our vision—our perfect day, our ideal week,

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Don’t Confuse Effort with Results!

Many salespeople confuse effort with results. I don’t and I suggest you don’t. Certainly, effort counts. We need to try before we can do. Effort means you did some work; you tried. Good. Results means you accomplished something. Better. What

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Don’t “Should” All Over Yourself!

Maybe our worst self-talk is when we say: I should have…I should be…I shouldn’t do…All about what might have been, what the “perfect me” could have done. ”Shoulda, coulda, woulda: our self-criticizing, morally obliging personal vision of the idealized you.

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Does Experience Teach? Maybe…

We’ve been told: Experience is the best teacher. I disagree. Experience provides the opportunity to learn. We may learn by reflecting on our experience—learning from it, not by it, an important distinction. We’ve been told: Doing the same thing over

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Stop Setting Goals!

Our vision of the future is blurred, indistinct. This vague and dim picture confuses our brains. The brain looks for patterns, seeks targets, and is biologically motivated to achieve. The more we clarify our vision—our perfect day, our ideal week,

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This Little Thing Is Huge!

It’s easy to overlook the little things, like acknowledging someone else’s contribution. But is it really a little thing to ignore them? It seems too often it’s what can make or break a relationship. It’s dangerous to not acknowledge others:

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Let’s Take In The Good!

We’re predisposed to be negative. It’s a product of our evolution; it helped protect us from harm. Our brains were constantly vigilant, anxious, and alert, to help us stay alive. What helped us then can harm us now. Our fight

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Don’t Show Me the Money!

When you’re having problems making decisions because money clouds the issue, simply take it out of the equation. For example: If you’re analyzing who your best clients are, do it based on money, then without it. If someone’s paying me

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