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education: Birmingham, AL - Free Workshop: Communicate to Succeed! - 07/14/09 10:31 AM
We all have a specialty language that other see as "nerd speak" even if you don't.  While that language may be great when working with colleagues, what about customers?  Do they get it?  Are you sure??
Come learn why customers, service providers and even colleagues fail to hear you... and what you can do about it!
Feel Your Message Gets Lost (or Ignored)? Learn Why! We are All in Sales... Even if We are Just Selling Our Ideas! Quit Pushing Your Ideas… No One Wants to Be Pushed! Don’t Communicate to Impress… Communicate to Succeed! Know How to Say “No” for … (4 comments)

education: Improvement for Survival (or Thriving): Short on Time or Short on Money? - 12/08/08 10:54 AM
As I work with businesses, the management, their staff and even individuals such as Realtors, there is a classic problem of how and when to improve many businesses (and this includes the self-employed).
When times are good, TIME for improvement is usually not available.
When times are not so good, MONEY for improvement is usually not available.
But the key here is this... what is meant by "not available?"  And what do I mean by "improvement?"  Let's start with the latter.
"Improvement" can be investment in training and/or technology, developing better processes and the supporting documentation, increased marketing efforts and a host of … (10 comments)

education: My Dog Can Sell Better Than Many So-Called "Sales Professionals" - 08/19/08 04:43 PM
My intent is not to make a "oh, look how cute our dog is post" but to talk about real business lessons!
You see, our dog has much better sales, communication and relationship skills than many people I know.
First a quick background... I grew up in the big city of Bear Creek, Alabama (population 1,000 or so) and we had outside dogs.  Country Livin'!
A couple of years ago, my wife brought home a puppy from a rescue shelter. The puppy (Jimpsie Rose "Rosie") was part of a litter that was an accident at the shelter.  Anyway, having a small indoor dog was a … (13 comments)

education: "Leave me alone! I Don't Need Any Training!" - 08/15/08 04:08 PM


             "Leave Me Alone!  I Don't Need Any Training!"
             "Training is for Rookies!"
             "I KNOW what I'm Doing!   It's Everyone Else that Needs Training!"
Ever hear these types of comments from the veteran agents, brokers, sales folks?  Ever said any of these yourself?
In our office, we call this "Knowing Prevents Learning."
Granted, some people have a routine, process or recipe that works for them and is successful (at least for now). 
But in time, things change.  Then the old routine may not work as well.  If the person has not been continuing to learn and grow, you can … (8 comments)

education: "Not wasting my money! What if I train them and they leave?" - 08/13/08 11:25 AM
When discussing training for staff and employees, I have had prospetive clients express concern about the effort and expense. 
They often express one of their biggest fears:  "What if I SPEND all this time and money to train them and then they LEAVE?"
My response seems to always surprise them:   "What if you DON'T TRAIN them and they STAY?"
Then I shut up and let them consider this.  And the facial expressions are typically very interesting at this point.
What happens next?  Typically, we talk about why people leave or stay with a firm.  If the person is being successful they may … (61 comments)