Books get you in the door, questions seal the deal

Bye bye baseball season. This is my last baseball analogy until spring training. (Congrats to the SF Giants and their fans.) What happens when you have a face-to-face assessment meeting with a potential client? You should keep track of your batting average: divide the number of qualified prospects you have a free…

Continue reading

How to attract more clients the Mad Men way

Can your writing grab attention like this? A Harvard professor used to begin his series of lectures with a sentence that took his students by the throat: “Caesar Borgia murdered his brother in-law for the love of his sister, who was the mistress of their father, the Pope.” How to…

Continue reading