Why Running a Business is Like Flying a Helicopter

It might look like others have it figured out, but I promise: almost nobody has. We see the successful people, those who inspire us and cause us to aspire, and we think: “Once I have what they have (either in place, or in possession), then things will be different! Easier! More profitable! And yes, that […]

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Careful: Don’t Major in Minor Things

Whatever it is you want to achieve, improving your knowledge and skills are a great way to make it happen faster and with more ease. But are you majoring in minor things? Yes, it’s useful to learn the ins and outs of managing your website, but once a site is basic-ready, how much will it […]

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Are You Torturing Your Future Self?

On any given 8-hour workday, how much is on your todo list? And, can you reasonably expect yourself to get it all done? Before you answer, keep in mind the inevitable distractions: a phone call, an urgent email – and also, the human need to eat, rest, or sit back and reflect… that’s easily 2 […]

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Time-Spend and Done-Lists

It’s easy to work hard, but it’s even easier to create hard work for yourself. Those days when you’ve been going at it, doing stuff, taking care of business… only to feel depleted at the end, without knowing exactly where all the time went… “I know I worked hard – I can feel it – […]

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Sales, Rapport, and Values

If you want to sell your work, it’s good – no, it’s crucial – to know who is most likely to buy from you. Otherwise, you’ll be spending a lot of resources talking to the ‘wrong’ people, which is inefficient, frustrating, and costly. And so, people talk about demographics, customer avatars, psychographics, ideal clients… and […]

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Be the Prize

When it’s your mission to find a client, or enroll a prospect in working with you… what kind of position do you take? If you’re like most people, you take the small role, the position and attitude of a supplicant. “Please mrs. Buyer, would you please buy this thing from me?” But wait a minute… […]

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Can Selling Be Fun?

Almost every day, someone tells me a different reason why they don’t like selling. “Selling is stressful”. “It’s frustrating that the process takes so long”. “I wish I wouldn’t have to always look for new prospects”. “It’s such a waste of time, to issue proposals and not get the sales”. I get it. Building your […]

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Incompatible Currencies

Last week I told you how easy it is to spend ‘other people’s currency’, and today the story is about you spending your currency… but the other person doesn’t seem to want it? This – incompatible currencies – is the cause of many, MANY misunderstandings and disagreements… and yes, lost sales. Here’s an example: A […]

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Do You Spend Other People’s ‘Currency’? Might Want to Check…

I can’t be sure, but there’s a good chance you too spend other people’s currency. It’s a human, social thing – but it’s wise to avoid, and if you don’t it will have consequences. Here’s two recent examples of ‘spending other people’s currency’, so you know what I mean. Two of my friends were meant […]

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Go For Exhaustion

There’s two kinds of tired: depletion and exhaustion. Both are a consequence, and both require rest before you can give it another go. But they are very different, and it pays to be aware, because depletion and exhaustion have different causes. Depleted is how you end up when you’re running around putting out fires, going […]

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