There’s old saying that applies to persuasion and selling, “There’s more than one way to skin a cat.” I don’t actually know anyone who’s ever skinned a cat so I have no idea how many ways you can do it but I’ll trust there are multiple ways. When it comes to persuasion there are many […]
This week I get to address a few hundred people at the annual meeting of the Independent Insurance Agents & Brokers of Arizona. I’ve been preparing for this talk for a month so I thought I’d let you know how I use what I’ve learned from athletics to prepare for big presentations. Todd Alles, my high school […]
“Usually, if everyone else is doing something then it’s probably the right thing to do.” I posted that in a graphic on my social media networks a few weeks ago. Several people disagreed with my statement so I thought I’d address it in this week’s post. Let’s start with a quick review of what consensus […]
I like to write about whatever is top of mind. Sometimes it’s sales, leadership, coaching, social issues, and at other times it’s parenting. Quite often I write when I’ve learned something I want to pass along and that’s what this post is about – asking yourself better questions. Over the years I’ve read a lot […]
I’m a reader. I love to read. Funny thing is, when I was young I hated reading. That was probably a function of having to read certain books versus getting to read what I wanted to. Once my love of reading took over it was pretty much the case that I’d read a book a […]
I just finished Amy Cuddy’s new book Presence: Bringing Your Boldest Self to Your Biggest Challenges. I’ve been a fan of Cuddy’s since I first saw her Ted Talk which focused on how we can use our bodies to feel more confident and powerful. I highly recommend watching it and picking up a copy of her […]
Just over a month ago I wrote a post that was A Tribute to Tracy Austin, a good friend I met 13 years ago as a result of Robert Cialdini being in town to speak at State Auto Insurance. I was blown away by the response I received on Facebook and LinkedIn to that article. […]
Last week I wrote a post To Give or To Give Back? That’s the Question and There’s a Big Difference! I explained there is a difference between giving and giving back. Giving back implies someone first gave to you. In that case, the principle of reciprocity is at work on you because you feel obligated […]
We hear the phrase “giving back” quite often in conjunction with companies when they get involved in community initiatives or support various causes. I think the phrase is technically incorrect and misses a persuasive opportunity for many organizations. When you hear the phrase “giving back” it implies something was given first and therefore reciprocity was […]
Some of you reading this might remember the NBC commercial with the tagline, “If you haven’t seen it, it’s new to you.” Almost 20 years ago that commercial had one goal – entice viewers to watch summer reruns. Catching a tv show you missed by watching summer reruns might be a foreign concept for many […]
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