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Conversations About Conversations

Dec 31, 2019

DO THE THING YOU FEAR

On this episode of Conversations About Conversations, I discuss the mindsets, strategies and actions necessary to overcome your fears and do things you’ve never done before.

Mark Twain said, “Do the thing you fear and the death of fear is certain.”

What is it that you’ve never done...


Dec 30, 2019

I’M HUMBLED RIGHT NOW

When you are used to winning, losing doesn’t feel very good.

But, losing is good for you because it reminds you that you need to do a better job preparing and planning.

Early in my career, I didn’t prepare much at all. I didn’t have a plan for anything other than a coop­erative...


Dec 26, 2019

GAIN AGREEMENT FOR ACTION

Gaining agreement for positive and productive action is essential.

If you improve your ability to grow relationships with clients and prospects through powerful conversations, you’ll become more valuable to your company, make more money and increase your job satisfaction.

There is no skill...


Dec 22, 2019

THROW YOUR HAT OVER THE WALL

When you throw your hat over the wall, you’re COMMITTING to doing something.

The idea goes, if your hat is on the other side, and you value your hat, you have no choice, but to get yourself over the wall as well.

With the year nearly over, this is the time of year when a lot of people...


Dec 19, 2019

THE MUSCLE MEMORY OF SKILL (WAX ON WAX OFF)

To become excellent at any skill, you have to put in the time and practice enough to turn the skill into muscle memory.

In my 25-year career, I’ve had roughly 50,000 conversations with clients—that’s a lot of repetition. But until 12 years ago, I did not follow a...