Fake Sincerity

Uncategorized Aug 14, 2019

There's an old joke in Washington that if you want to be really successful, the one thing you need is sincerity, and if you can fake that, you got it made. I don't know if that works in Washington, but I can sure tell you where it doesn't work.

Over my career, I've watched hundreds of salespeople deliver thousands of presentations, and if they aren't authentic in the story that they're telling, a client and a prospect will sniff that out in a heartbeat. You might as well wear a sign around your neck that says, “Hi, my name is... and I suffer from terminal impostor syndrome.”

It's even worse if you're pitching from a stage because you have so little time to capture the attention and the imagination and to connect with that audience. So, before you go out and you talk to your next prospect or client, or you think about even giving a presentation from the stage and pitching one to many, which is a really, really great way to bring in clients and prospects these days, spend...

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Why do you care so much?

Uncategorized Aug 14, 2019

When it comes to running your life, your business, why do you get so many opinions? (Hey, guilty as charged!!)

Are you preventing yourself from stepping into the person you know you're supposed to be because you're afraid what others might say? What others might think? Or, the fact that someone might not like what you're doing?!?

Stop it!

Please do me a favor and quit letting your dreams be impacted by others who don't care about theirs. Life is too short to live on someone else's terms.

Make today the day you live life on your own terms. Make today the day you, Just. Be. You!

Step into the person you know you want to be and start living the life you know you're capable of.

Not only will your life and your career be more fun, it will be a hell of a lot more successful!

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What's your story and how do you find it?

Uncategorized Aug 14, 2019

I've done more than 300 podcasts and we've coached dozens of people through our Pitching From the Stage course, and we always start by helping people find their unique story. It is interesting because most folks don't think that they have one, but everybody does. Sometimes they just come from different and unique places.

I remember one of our early clients was an advisor who was a fledgling sports journalist during college, and wrote a story about a team that found a lucky dime and that led onto success. And we helped him turn that into a very effective story about clients who spend dollars just to save dimes.

Another client was someone who is the Marketing Director for a Benefit Administration System software that's very complex behind the scenes, but very simple to use . . . unless you're an advisor and you're trying to figure all that stuff out yourself. As we talked, the advisor remembered a time when they were trying to assemble a very complicated bicycle for one of their...

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