What the heck is “Fluency”?  How does it deliver the win? Fluency (a psychology term) indicates how easily people read, understand and interact with something.  The more something is fluent, the more we like it and judge it to be good. If it’s unappealing or confusing, we think “BAD”, no matter how good it actually is. It’s important that prospects

I’ve been encouraging advisors across the country to talk to women who are centers of influence when they want to develop more business.  Stop telling & selling.  Ask for help. Women don’t mind asking for directions and we don’t mind being asked (it’s practical). One of my financial advisor clients did this with great success. Here’s

We all want new business.  Sadly some are still prospecting old-school and bombing out. You’ll get a good laugh from these fumblers who killed their chances in 60 seconds. Read on for a laugh & 3 Tips. Sales Death by Wise-ASSumption I was recently at a trade show with my husband.  As we walked the

Recently, I was privileged to work with a national team on leadership and coaching. Coincidentally, I received a sample assessment that’s supposed to measure a Leader’s ability as a Coach. I took it.  Guess what? If you’re a good Leader, likely you’ll get a poor score. The sloppy psychometric design rewards coaching and punishes leading.  Unfortunately,

Teams are built by the 3 Pillars of Team Success (Part 1).  They’re also destroyed by 3 deadly poisons.  These can surface at anytime in the life of a team.  Great teams inoculate with the cures before they’re infected and maintain a discipline of prevention. Beware 3 Deadly Team Poisons: Conflicting Interests   Partners who fundamentally disagree on what