Why the Most Promising Leads Often Fall Flat

Sometimes, the urgency of the lead is inversely proportional to the probability of conversion. It was six in the evening. I was about to wrap up for the day. The phone rang. I was tempted to let the caller leave…


The Essential Starting Point for any Relationship

Your starting point for building a powerful relationship is always the other person’s agenda. An agenda embraces someone’s goals, but it’s even broader. To highlight how important this is, let me introduce you to Richard Major. Richard taught me a…


The Best Way to Meet CEOs

One of my clients, Catherine, was a senior partner at a major law firm. Before that, she had been the General Counsel for one of the largest companies in the world. It’s a powerful and important position. For most, it…


How Do Your Clients and Friends Reflect on You?

Recently, NJ Governor Chris Christie and Dr. Ben Carson both endorsed Donald Trump as a republican presidential candidate. I strive to see positive qualities in everyone, regardless of whether I share all of their beliefs and views. Christie’s and Carson’s…


Evolving Your Songs: The Beatles Principles – #1

Innovation at the Intersections Sir George Martin, the Beatles’ producer, passed away this week (see NY Times Obituary here). He was a gifted classical musician who did an extraordinary job of drawing out the Beatles’ innate musical ability and creativity…


What Do Gravitational Waves and Money Have in Common?

Scientists recently proved that gravitational waves, predicted by Albert Einstein in 1915, actually exist. The great physicist believed they would never be detected because they are so faint. But new technology has allowed their measurement. These gravitational waves, which were created…


Eight Ways to Improve Your Empathy

Empathy is the ability to understand and share another person’s feelings and emotions. It is essential to building good relationships, both at work and in your personal life. People who don’t exhibit empathy are viewed as cold and self-absorbed, and…


The Very First Question You Should Ask Yourself this Year

In the last week, my inbox has been flooded with advice about New Year’s resolutions, goal setting, and achieving personal success next year. Some of it is valuable, much of it tedious. Everyone tells me that goal setting is an…


Ask and Listen: Insights from my Recent Trip to Moscow and St. Petersburg (Part Two of Two)

I went on a long business trip to the UK and Russia earlier this summer. I had never been to Russia, and was in fact a bit concerned, beforehand, about going there. It was a fascinating and rewarding experience, however.…


Ask and Listen: Insights from my Recent Trip to Moscow and St. Petersburg (Part One of Two)

These days, Russia may not be a favorite destination for American businesspeople, but I just returned from a very interesting trip there. My trip was fascinating and I learned a lot. I learned a lot because I asked a lot…


 

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