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Here’s a quick summary of every book, article or blog post ever written on the topic of getting more referrals: Just be really good … Have integrity … Show up on time … Do what you say you’re going to do … Become likable … Earn people’s trust … Identify your perfect customer … Give referrals first … Ask for referrals more frequently. Good advice? Yes. Actionable advice? Not…

Halfway through a recent business coaching session, my client stopped mid-sentence, laughed to himself and confessed the following: “You know Scott, I didn’t realize how much I sucked until you told me!” We had a good laugh about it. Now, I WILL say that although my coaching style has never been to “give people a breakdown so they can achieve a breakthrough,” Patrick’s comment WAS a valuable insight. He…

“A trusted source who moves people with innovative ideas.” That’s the definition of a Thought Leader. Let’s unpack the six elements of that definition: TRUSTED Which means you become a Thought Leader because the marketplace recognizes you as such – not because you just decide to be one. Remember: Trust requires evidence. What are you known for knowing? SOURCE Which means you have to be The Origin, not The…

Doors are for amateurs. Approachable leaders need to have open MINDS. Because even if you surgically remove the door from your wall, that might not reduce the psychological distance between you and your people. Here are four little known ways for implementing and Open Mind Policy at your office: 1. Create an environment of openness. People need to feel they’ve been given PERMISSION to (1) come up to, (2)…

When my publishing/consulting company was just starting out, I worked nights & weekends at The Ritz Carlton to make ends meet. My job was s a valet crasher parker. AND HERE’S WHAT I LEARNED You don’t have to be The Ritz Carlton to provide unforgettable service. Consider incorporating these nine practices into your customer interactions: 1. Decide how you want customers to describe their experience with you. Have each…

1. Advance the conversation. Stop the bloodsucking and start the billing. Otherwise move on. Your time is too expensive. Are people picking your brain or renting it? 2. Assault the minute. Optimize your time. Ask yourself, “What are you wasting your time and energy on that isn’t making you any money?” That’ll change your agenda pretty quickly. Is what you’re doing right now consistent with your #1 goal? 3….

The Sanskrit word namaste translates to, “The sprit within me honors the spirit within you.” The cool part is, namaste isn’t just about honoring people – it’s about honoring everything. So, if you want to make a name for yourself, consider this list of twelve ideas to be more honorable: 1. Honor all energies. Good. Bad. Ugly. In fact, stop labeling the energies as Good, Bad or Ugly. Attachment…

You can’t make people ask you questions. You CAN, however, increase the probability that people will approach you with their concerns by becoming more ASKABLE. So, whether you’re a teacher, leader, parent or office manager, here’s a list of eight ways to do so: 1. Begin with a willingness to find answers. Sadly, not everybody does. Not everybody is interested in taking the time to find answers to the…

Are you a trusted source who moves people with innovative ideas? If so, then you’re a Thought Leader. You don’t need a PhD. You don’t need to be Tom Peters. You don’t need to manage some huge consulting company. You just need to think. AND: You need to capture, organize, deploy and build a following around your thinking. Consider this collection of tools for increasing your perception as a…

People who complain that they can’t find any good ideas should their vision checked. Ideas are in abundance everywhere. Every minute of every day. And they’re waiting for you to snag them. All you have to do is give them permission to happen to you. To make yourself available to their offerings. After all, art is learning to listen your world – then rendering whatever you feel. Let’s examine…