Don’t bother setting goals. It’s a waste of time. Let me explain why I feel this way about goals and then offer a better alternative. See if this scenario sounds familiar…
Stop Trying to Be Normal
February 9, 2010 By Leave a Comment
Stop trying to be normal. It undermines your success and keeps you in a state of mediocrity. It’s an interesting phenomenon.
If You Want Things The Way They Were…
January 26, 2010 By Leave a Comment
If you long for “the good old days” the way they were a couple of years ago, then things have to change. I’m not talking about the economy or the politicians. I’m talking about us and our business. If we want to regain the success of days past, then we need to change our marketing [...]
Stop Managing Your Agents
December 12, 2009 By Leave a Comment
I’ve seen it repeated over and over again. Sales managers managing their agents. Or more accurately, sales managers “trying” to manage their agents. And it never works. This is especially fruitless with respect to teams of independent sales agents. You see… people can’t be “managed”. Things get managed. People get led. It’s not simply a [...]
Three Stages of a Sales Agent
November 30, 2009 By 4 Comments
Sales agents and advisors have a life cycle, similar to that of the life cycle of a franchisee. There’s a beginning stage, an intermediate stage, and the final result stage. Most agents and advisors behave in a similar fashion during the first two stages, but their behavior can differ dramatically in the final result stage. [...]
Manage Stress to Boost Productivity
October 30, 2009 By Leave a Comment
We live in a time when it seems like we’re regularly put into situations that cause us stress. Sometimes we feel a little stress for a short time and sometimes we feel a lot of stress for a long time. The fact is that when we feel stress, especially for extended periods of time, not [...]
Three Common Recruiting Mistakes to Avoid
September 24, 2009 By Leave a Comment
At a time when so many people are looking for opportunities, one would think that it should be relatively easy to find great sales agents. But it’s not as easy as it seems. In fact, there are three mistakes many of us are prone to make in selecting new agents which can cause a cascade [...]
How to Attract and Retain the Right People
August 25, 2009 By Leave a Comment
If you’re one of the many executives struggling with finding and keeping the right people to propel your business forward, you’ll find these insights helpful. If you’re frustrated by trying to motivate people, work instead to develop a company where people are self-motivated – where they do things because they want to. When we’re inspired, [...]
Decisive Executives Have a Hard Time Being Effective
July 5, 2009 By Leave a Comment
Most of us have developed our leadership style by observing the leaders, executives and managers we worked with or for throughout our career. Of course, we inject our leadership style with our own take on the world including our values. However, these are usually modifications of the model we’ve observed and been a part of [...]
Dealing with Difficult People
June 15, 2009 By 2 Comments
You know, this would be a great business if it weren’t for having to deal with people all the time… OK, so maybe I’ve exaggerated things a bit, but we’ve all certainly heard that saying before. Why does that sentiment ring true for so many folks? Obviously it’s because of all the people challenges we’re [...]
