Internal conversations
- Personal Introduction better than a referral
- When it is important to optimize, not maximize
- Moving from pitchman to peer
- The cost of dropping prospects
- Deadline selling can kill your business
- Building on what you know
- Rewriting the “four Ps” of marketing
- Merging doesn’t mean having to sell your soul
- Listen for warning bells as tasks progress
- Persistency pays off
- How to gain big clients by playing The Infinite Game
- Healthy Person, Healthy Practice
- Become an Expert
- Business is a losing game
- Enemy at the gate
- Going Fee-Based? - Telling your client you’ll start taking their interests into account might not cut it
- The power of a good mission statement
- Juggling the five balls of life
- Who's the boss
- When Salespeople stop selling