So, what do you do?

Your prospect thinks – ” Who are you, what do you do and why should I care?”
Position yourself (people buy benefits, let them know what you can do)……
* Domestic market –“I’m in the net worth business. My challenge is to create, protect and preserve net worth for my clients”
* Business owners – “I specialize in showing business owners how to take money out of their business, use it for their own benefit and minimize the taxes they pay on it”
* Long term care – ” I show people how to avoid losing everything they’ve worked so hard to create, their independence and their dignity, if they or someone in their  family needs home health care or nursing home care in their golden years”
What are your positioning statements? And, are you and your team saying the same things?

It’s game time!


So what have you learnt in the last six months and how are you going to change things for the next six?

What’s your plan?

More of the same? Or are you going to change things with a view to getting different results?

Maybe you are so far ahead in the game of life , you don’t need to change anything?

You should be so lucky!

Maybe you are so far behind, paralysis has set in?

Get a grip, fight back, you’re no loser!

Whatever the state of your game now, make sure you’re a winner when the final whistle blows!

The Greatest Secret in the Fundraising World

secret 2

As revealed, by yours truly, to an audience of 50 charity professionals in Bath on 26th November……

” The greatest secret in the fundraising world, and yes it’s common sense, but it’s not common practice…the greatest secret is that the rewarded donor gives, multiplies and returns with more”

What are you doing to reward your donors for their generosity and sacrifice?

P.S.  The greatest secret in business is very similar….the rewarded customer buys, returns and refers others to you!

Speedy service from BT Sport?

download (1)Is your business in the dark ages like BT Sport?

Polly Barr, Managing Director, Sales and Service BT Sport, wrote to me recently to tell me they were increasing their charges.

I tried to respond and ask her to defer the charge.

No you can’t respond, said BT Sport…you can’t reply to this email, OK!

OK! So I went looking for another channel of communication to the MD Sales and Service……and eventually found it……the only trouble is that the acknowledgement from BT Sport said that a proper reply might take ten days!

Ten days Polly! This is 2017 not 1817. I thought you were world leaders in telecomms……ten days!

BT are clearly not keen on talking to customers.

Does your business take up to ten days to respond to your customers? It doesn’t does it?

Be a PIG thinker when the time is right!


When something bad happens to you, like you lose a sale, are you a PIG thinker?

Do you think…

-it’s Permanent, it will happen every time,

-it’s Internal, its all down to me and,

-it’s General, it will happen everywhere I go.

Not such a good idea eh? But if something good happens, like you make a sale….?

Be a PIG thinker when something good happens in your business or your life!

And, of course, be a TES ( Temporary, External, Specific) thinker when something bad happens!

You know it makes sense, oink!

Time to take action…

act now

“Now is the time to take action because ….

…Action unites every great success

…Action gets results

…We often get caught in the trap of seeing enormously successful people and thinking they have some special gift

…When the only gift the successful person has over the ordinary person is the ability to take constant and never ending action !”

Ker Tyler, Chief Executive Officer, Fit for Leadership Ltd

Are you a fire engine or a milk float?

images (1)images (2)People notice fire engines when they go about their business,

People don’t notice milk floats when they go about theirs.

Maybe that’s why milk floats are increasingly extinct!

How about you going about your business? Anyone notice you? You don’t want to go the same way as milk floats, do you?

I can send you a free Visibility Audit if it helps?

Get noticed!

You are the Managing Director of First Impressions!

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“If we want to make friends, let’s greet people with animation and enthusiasm. When somebody calls you on the telephone use the same psychology. Say “Hello” in tones that bespeak how pleased you are to have the person call”  

Dale Carnegie – “How to Win Friends and Influence People”

Just try it for a day, you’ll be amazed at the results!