Posted on Monday, December 18, 2017

Friday Final 15: Reflecting On Your Week

Picture this: It’s Monday morning. You’ve shaken off the cobwebs of the weekend, and you’re ready to tackle a new week when you receive an email from a client or prospect, canceling their meeting for that day. Or maybe you’re the one sending the email, realizing over that first cup of coffee that you’re not prepared or you’ve accidentally double-booked yourself.

There’s nothing more frustrating than having taken time to prepare for a meeting that never took place! Well, I’ve got a magic wand for you. There’s an easy way to prevent you from being on the canceling end of this sticky situation again.

Posted on Monday, December 11, 2017

Business As Usual: Overcome Routine Setbacks

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I start every coaching call the same way: by talking about good news and updates on my client’s business. They often respond with, “It’s just been one of those days, Dew!” Whenever anyone says this, I know that they’re likely making a bigger deal out of something that is, in reality, very small.

Did you really have a bad day? Or did you have one minor setback and let it ruin your whole day?

Posted on Monday, November 27, 2017

Use the Question Bundle to Find Your Prospect’s Pain

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A few weeks ago, we talked about the importance of really digging in and exploring a prospect’s P.A.I.N. once you’ve found it. But in order to find the pain in the first place, you have to get your prospect talking.

While that might seem like an easy task, sometimes you have to steer the conversation in the right direction in order to really get to the root of their problem.

After you’ve created a buying atmosphere, there are three essential questions—a “question bundle” if you will—that you can ask to really get the pain flowing.

Posted on Monday, November 20, 2017

How to Set a Productive Meeting Agenda—and Stick to It

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Meetings often feel like a necessary evil, don’t they? And we’ve all been in meetings with little to no agenda and seen how they can quickly spiral into chaos.

I’ll be frank here—no one wants to be in that room! We’re all busy people, so being cognizant of your time, as well as the time of the other participants, is key to having a productive meeting.

Successful meetings follow an agenda. Without one, the inclination is to just wing it, which almost always results in people talking about topics that, while perhaps important, are not immediately relevant to what the business needs to focus on at that time.

Successful team meetings include the following six core components:

Posted on Monday, November 13, 2017

Be a VICTOR with Victorious Goal Setting

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Those who really know me (family, friends, and clients) know this fact to be deeply true: I take goal setting to a “contact sport” level. I’ll admit that I can be a bit extreme about it because I truly believe in the power of victorious goal setting.

The way I see it, you can achieve any kind of greatness in this life. And it all starts with deciding how you want to set yourself up for success. Whether your goal is business-related (like increasing your income) or more personal (maybe losing 20 pounds), it all starts with a plan. After all, just like Antoine de Saint Exupéry said: “A goal without a plan is just a wish.”

Posted on Tuesday, October 31, 2017

Spotting Signs of Interest (and Disinterest) in Prospects

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I recently shadowed my client, a loan officer, in a first-time home buying seminar. She had a group of prospects interested in getting pre-qualified with her, but she was bound and determined to get through every single piece of her presentation before moving on to next steps.

She went through slide after slide—I’m not exaggerating when I say she had 20 slides of testimonials—and the longer she took to get through those slides, the more her interested buyers were showing signs of disinterest. But because she was so locked into finishing her presentation, she wasn’t paying attention and didn’t see any of it.

Posted on Monday, October 23, 2017

How to Create Your Personal Vision

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Most salespeople know the importance of creating a personal vision for the future. But far too many people focus on what they will have when their vision is realized. They think that having and doing what they want will, in turn, make them the person they want to be.

But a better strategy is to do it all in reverse! Work on yourself first, and the rest will naturally follow.

Zig Ziglar said it best: