I watched this unfold with a friend of mine last week. Her 12 year old son, taking steps toward independence sees an opportunity. His mom is sick, it’s a school day, and he wants her to be able to stay in bed so he tells her he will set his own alarm, get his own breakfast, pack his lunch and make the bus without her help. His mom is skeptical. She has her doubts that her son will even get himself out of bed much less watch the clock and catch the bus on time but she feels like crap and agrees to sleep in.

The morning goes off without a hitch and mom is really surprised. And impressed. She can’t bel (read more…)

Popularity: 16%

Regrouping for a new year? Get rid of anything that isn’t useful, beautiful or joyful. Be ruthless about it. Can you feel the peace?

Popularity: 8%

Just caught myself before I became guilty of the same behavior for which I have criticized others.

Popularity: 8%

If all you think about is yourself I hope you enjoy those thoughts because you’ll probably be alone with them a lot.

Popularity: 8%

Many sales people, especially in industries such as insurance, bitch and moan about the difficulty of getting an appointment with people in December when the holidays are approaching.  It can be a discouraging time for those who rely on getting in front of people to make a living.

Most of us don’t want to think about insurance, investments or estate planning at Christmas time. It is perfectly understandable to want to shut out all potentially unpleasant stuff and insulate oneself with cookies, gifts and cheer. The common response to a call is,“Try me back next month”. If they are feeling particularly stressed, it may even be, “in the spring”.

Since it is unlikely you will get in their door until after the holidays, here’s my advice. Don’t fight it; go with the emotion of the season.

Call your clients anyway. Use the down time to build rapport.  We know the stats are something like %80 of your business comes from clients you already have. So, do not prospect right now. Instead, call your existing clients, all of them, and simply say Merry Christmas. (Adjust for religion as appropriate).  Do not even attempt to talk business. Don’t ask for a sit down or a check in. Just wish him or her and their spouse/partner a happy holiday season, solely and sincerely. Say Happy New Year and say goodbye.

Here’s the script people. (read more…)

Popularity: 11%

Becoming distracted by something that’s not a priority and spending waaaay too much time on it? How ’bout making a “NOT TO DO” list?

Popularity: 8%

Do you suffer from the evil and destructive “Tit for Tat” disease? If so, find a cure before you lose all that is dear.

Popularity: 7%