9 Techniques for Developing New Ideas for Your Clients

By Andrew Sobel Clients say they want new ideas from their advisors and suppliers. But how do you come up with those new ideas? Read on. (Note: this blog is excerpted from my new book, It Starts with Clients: Your…


What are the best questions to help start a new relationship or conversation?

By Andrew Sobel After a recent live interview that I did with my friend and bestselling author Dorie Clark, a listener wrote in and asked this question: As an introvert I would love to know from Andrew what are the…


Is Virtual Selling Really Different? Here are the Facts

By Andrew Sobel In the last few weeks my inbox has been bombarded with articles about how you need to dramatically change your business development approach in order to sell in a virtual environment. Puzzling Headlines I’m actually a little…


Empathy Costs Nothing but Is Priceless

Are you really listening, or just waiting until YOU can talk? We need empathy more than ever Empathy is the ability to sense other people’s emotions, and also imagine what they are thinking and feeling. It’s a fundamental skill that…


Now Is the Time to Build Your Level 3 Relationships

The current environment is stressing many types of relationships. Clients are being forced to postpone contracts with long-standing providers. Parents and adult children are living under the same roof for the first time in years, at times uneasily. Loved ones…


Nine 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…


Helping Your Clients in Extreme Uncertainty

HEADLINES FROM OCTOBER 1987 I woke up on the Friday morning, October 16, 1987 in my house in London, having been kept awake half the night by a brutal windstorm that resulted in the closing of all financial markets—and a…


Seeking Job Security? You Need Enthusiastic Clients

Legendary GE CEO Jack Welch recently passed away. He once said, “Only satisfied customers can give people job security. Not companies.” I’ve taken the liberty of paraphrasing and updating this for my own readers to “Only enthusiastic clients give you…


Six Valentine’s Day Lies—and Rules to Replace Them

Hello, and happy Valentine’s Day. Speaking of which: I usually write about professional relationships, but today, I want to share six Valentine’s Day lies—and the relationship rules to replace them Our contemporary culture promotes many trite, misleading, and self-absorbed ideas…


The Three Proven Keys to Establish Rapid Rapport

How do you develop the relationships that truly matter to your career success? As I discussed in my last newsletter, the first step is to focus on the “critical few.” There are about 15-25 key individuals—not hundreds of superficial contacts—who will…


 

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