DON! The Idea Guy

You have to be invested in their outcome before your client will ever consider investing their income.
Demonstrate true concern for their success.
Make sure you have skin in the game — their success should create a path to your success.
A vested interest in helping your client win will help you win their trust (and their business.)

“Use What You Have To Get What You Want” is an excellent collection of 100 tips from the collected business wisdom of Jack Nadel.
As the author of my own collection of 100 tips (100-Whats Of Creativity: Questions To Spark Your Creativity, Unmuck Your Mind, And Break Through Your Mental Blocks) I’d like to think I [...]

If you’re talking price instead of profit…
You’re not doing it right.
If your prospect doesn’t say “great question – no one has ever asked me that before…”
You’re not doing it right.
If your prospect isn’t helping you create the elements that go into your proposal…
You’re not doing it right.
If you’re not the one presenting your idea to [...]

I was invited to speak to the Central Ohio chapter of NARI (National Association of the Remodeling Industry), and in preparation I had the opportunity to attend their annual awards ceremony last December. One of the speakers at that event was their national president, Paul Zuch. A quote from Paul’s time at the podium immediately cut-through the [...]

I literally just finished reading The Cow in the Parking Lot and its message is still ricocheting around in my brain. I keep thinking… “should I just read this book over-and-over all year long?” I know that even though I’ve already come away with a shift in perspective and plenty of new lessons to apply, [...]