When in a discussion that turns less than cordial, and voices are getting louder with each exchange, it’s tempting and natural to think that “If I can just yell a little louder than he or she yells, I’ll be heard and my point will be made (and accepted”). Not! First, the other person probably won’t…
My friend, Jim Armstrong, of Jim Armstrong Marketing Systems, works mainly with retail floor dealers on building a profitable and systemized business. He shared with me a great story while interviewing me for his monthly member audio. Dan Ginnaty, of Flooring America, based in Great Falls, Montana, read the story in John David Mann’s and…
Joe Mann, Managing Broker of Windermere Valley, Inc., a real estate brokerage firm in Spokane, Washington, wrote with the following question: Bob, I am hosting “brown bag” lunches in my real estate office in which I guide the discussion about principles from your and John David Mann’s book, The Go-Giver. We spend a lot of…
A recent post related the story of a well-intentioned mandate from a state government to all nursing homes that, naturally, had the unintended consequences of hurting the very people it was intended to help. While not the main lesson, it was perhaps a subtext. Of course, from a libertarian perspective, I’ll also suggest that it…
I often receive a question with regards to Networking; especially within the context of either formal or informal business/social events. And, it’s a very reasonable question. It usually goes something like, “should you focus on meeting a whole lot of people or just a few people with whom you can make a deeper connection?” This…
Began reading a book by my friend from “Across The Pond” Chrissie Lightfoot; a United Kingdom lawyer (non-practicing) and entrepreneur (very practicing) :-). Provocatively entitled, The Naked Lawyer, it shows attorneys and other professional services providers how to more effectively market, brand and sell themselves. I know that, whenever I address lawyers, my biggest challenge…
In the past, we’ve discussed phrases that make it easier for people to be more receptive to our suggestions. Leading with phrases such as, “It seems to me…”, “This is just my opinion…”, “I may be wrong about this…”, “I’m wondering if…” and others accomplishes two things: Number 1: Opens Their Mind. Yes, it makes…
Last post we heard from a great young entrepreneur, Group Story Co-Founder, Geoff Hamrick, regarding a question he had that came down to “time vs. price.” As part of our subsequent email exchange, we discovered another great question. This had to do with the fact that – at trade shows – he and his business…
When discussing Law #1 of The Go-Giver, “Your true worth is determined by how much more you give in value than you take in payment” it’s very important to know there is a huge difference between price and value. And, it goes hand-in-hand that, so often, what seems to be a prospect’s problem with the…
In response to the recent post, “Find The ‘Yes-Man”, David from the United Kingdom wrote: “Bob, I have the perfect story of ‘going up the chain’. There was an issue with my credit card clearer for my website. I spoke to… 1. Customer Service Rep 2. Customer Service Supervisor 3. Department Manager 4. Director “Each…
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