Over the last two weeks, we’ve looked at the A and B of the new A-B-C sales paradigm: Attunement and Buoyancy. This week we’re examining the C of this journey: Clarity. Clarity is about asking the right questions. The old paradigm had a single outcome: Closing a sale. Therefore, most... read more →
Mar
08
Mar
07
It is one thing to study war and another thing to live the warrior’s life. —Telamon of Arcadia, mercenary of the fifth century B.C.E., as quoted in The War of Art, p. 61. Study is a good and necessary stepping stone to life. Telamon no doubt had to “study” to... read more →
Mar
06
This week, we‘re viewing that ambiguous liminal space between client and financial advisor (or business owner) from the point of view of the financial advisor. It’s up to you to decide if you’re looking for a “trunk” or a “tail”! (See my July 10th post for part 1, from the... read more →
Mar
05
Consistent Marketing Strategy in Good Times and in Bad What is the state of our economy right now? According to many economic indicators, the economy is improving. However, many small businesses have yet to experience the impact of a recovered economy. With a challenging business environment over the past few years,... read more →
Mar
04
One of the hazards of this servant selling (see also Part 1 & Part 2 of this series for reference) approach is to actually violate the Golden Rule. Rather than loving our neighbor as ourselves, we can end up loving our neighbor MORE than ourselves and, in consequence, feel taken... read more →
Mar
03
New Opportunities Frazzled factory workers, disenchanted farmers, former soldiers not wanting to return home, new immigrants, dreamers, adventurers and those who yearned to live by their own terms mounted their horses and joined wagon trains for their journey to new opportunities in the Western United States during the latter half... read more →
Mar
02
In his book The Art of Leadership, Max Depree states, "The first task of leadership is to define reality." Yet most small companies do next to no planning, and mid-sized companies who plan tend to prepare budgets instead of a financial forecast. Going on a one-year business journey without formal... read more →
Mar
01
Everyone asks if we’re ready for Christmas. Few ask if we’re ready for the New Year. New Year’s Eve is quite pedestrian; we will amble through it and enter 2014 before we know it. To welcome the New Year, my wife and I joined long-time family friends for an evening... read more →
Feb
28
Most businesses choose some form of incorporation whether it’s a LLC or a C-corporation. Each has individual advantages from legal and tax perspectives. What you may not know about is the untapped benefit of any form of incorporation. This benefit will help both you and your employees (more…)
Feb
27
Leadership Last week I stumbled through another liminal dimension in my current work with the 3to5 Club of business owners who are clarifying the key strategies for their businesses. At least one of those strategies should cover “leadership.” Someone asked, “If I’m a solopreneur, why would I need a leadership... read more →