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Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
Using Power Questions–Your Week 10 Client Growth Challenge
In Week 10 of your client growth challenge, you’ll develop three Power Questions for a client. For the critical background you’ll need to complete this week’s challenge, be sure to read Week 10 of It Starts with Clients, “Use Power Questions.” The greatest minds have always focused on asking the right questions. “Computers are useless” Pablo […]
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Week 9 Challenge: Build a Relationship Growth Plan
In Week 9 of your client growth challenge, you’ll develop a plan to grow a key client relationship. Be sure to read Week 9 of It Starts with Clients, “Grow Your Relationships: The 10-Minute Plan.” The new retention is expansion The new retention is expansion. If you’re not growing a client relationship, you may very well be backsliding into […]
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Your Week 8 Challenge: Reframe Your Client’s Issue
In Week 8 of this challenge, you’ll use reframing strategies to help your client define the right problem, the total problem, and the total solution. Be sure to read Week 8 of It Starts with Clients, “Reframe for Maximum Impact.” You may be doing your client a disservice by accepting their definition of the problem or […]
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Your Week 5 Challenge: Win the Sale
In Week 5 of this challenge, you’re going to learn to master some further, important sales strategies. Be sure to read Week 5 of It Starts with Clients, as it provides in-depth treatment of a number of important business development concepts. Why proposals fail Let me highlight some common reasons why proposals fail. This is a […]
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Pithy Wisdom from Two World War II Veterans on Veterans Day
Today is Veterans Day, which honors military veterans who have served in the US armed forces. I want to especially honor the many members of my family who have served, notably: My father (see below), my mother, who was a nurse and Lieutenant in the US Army during WWII, our son (see below), and my […]
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Eight Cringeworthy Questions You Should Never Ask
I’ve heard this a hundred times: “There are no bad questions.” Sorry, but there are indeed bad questions. And, there are good questions that go bad when used at the wrong time. For example: “Why?” It can be a great question—or a critical, negative one if used improperly. Here are eight questions you should avoid: […]
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How to Dramatically Increase Your Impact and Satisfaction
Reframing Work and Life #6: The Personal Impact Matrix We would all like our work to be satisfying and meaningful. And to that end, there is an entire industry of books, life coaches, and assessments dedicated to helping people discover what they should really be doing. The dramatic story you may have read about the […]
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The One Thing that Kills Personal Learning
Have you ever met someone at an event or party and asked them lots of questions about themselves—and, consequently, learned some interesting things from the conversation? But then, you realized they were utterly incurious about you, and never asked a single thing about yourself? In the end, they learned nothing from the encounter. Their lack […]
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