How to Overcome Fee Objections
Have you ever wondered, “How do I overcome fee objections?” My short answer is, “Begin at hello.” From the very beginning of the relationship, understand why money is important to your prospect. What are their goals and dreams and […] Read More
The Power of Story-Telling
A financial advisor whom I coach—let’s call her Sandy (not her real name)— was invited to present at a virtual “meet and greet” at a major hospital. The doctors who are employed at this hospital […] Read More
Do DOctors You Serve Want to Discuss Entrepreneurship?
I do my best to keep my finger on the pulse of “hot topics” among doctors. These days, entrepreneurship tops the list. Physicians and dentists are specifically interested in: How to attract more patients to […] Read More
Lessons from Groundhog Day
Can you hear the words “Groundhog Day” without flashing to the movie classic with Bill Murray? In the movie, every day is a replay of the one that came before. Bill Murray’s character fails to […] Read More
Business Lessons from Uncle Tiny
I wish you could meet my 97-year-old Uncle Tiny. He thrives by staying engaged, keeping his sense of humor and trying new things. Here he is at age 91 breaking a world bench press record. I asked […] Read More
What Do People REALLY Want?
Two decades ago I was the medical editor of a health-related publication with a weekly distribution of about 3 million. People LOVED this newsletter. In fact, people who lived and worked in the White House […] Read More
When and Why Do people Call You?
My 2020 came to a dramatic close. Within several days, my faithful car of 15 years stopped running, my 6 year old computer ate the manuscript of the current book I’m writing and my ice-maker […] Read More
10 IMpactful Books
Have you ever noticed that the most successful people you know are readers? It’s no coincidence. A commitment to lifelong learning supports growth. Reading books empowers you to integrate thought leaders into your own personal […] Read More
