The Reality of Sales Today: You Were Chosen Before They Called You
My friend Adam Gray posted something on LinkedIn this week that stopped me mid-scroll. He was breaking down the 2025 6sense Buyer Experience Report, and one stat in particular hit…
Renting vs. Owning: The True Cost of Your Marketing Relationships
I told you so. I've been writing about human networking for a long time. And this week, Richard van der Blom dropped a newsletter that basically confirmed everything I've been…
The Beauty of Business by Referral: Building Relationships that Matter
This week I want to talk about something that lives at the very center of who I am and how I do business: I want to talk about beauty. Beauty…
The Collaboration Tax
I had a conversation last week with two financial advisors at a firm in the Midwest. Both are CEPAs. One has held the designation for nearly five years. The other…
I’m Giving My Clients Permission to Ignore Social Media
There’s something I’ve been wanting to say out loud for a while, and I suspect many of you have been waiting to hear someone say it plainly. A lot of…
Building Trust for Effective Referrals
Every real business can be pressure-tested by three questions. One, why should a prospect meet you? Two, why should a prospect choose to buy from you? Three, why should a…
The $60 AI Planning Tool Is Not the Threat to Your Business…Your 1% AUM Business Model Is.
“The market is moving from seeing AI as a productivity booster to seeing it as a fee-killer,” said Sarah Miller, a senior fintech analyst. “If a $60-a-month AI tool can…
You Can Wreck a Referral Without Ever Touching the Steering Wheel: Understanding Multi-Generational Referrals When You Are Given One
One of the things that came up recently in my private client coaching work was painfully insightful: People still don’t understand the depth of what I am trying to communicate…
You Can’t Conduct an Orchestra Over Email
If you read last week’s post, “You Don’t Have a Growth Problem. You Have a Role Problem”, this is the part that makes some people uncomfortable. Because once you see…
Navigating Sales in an AI-Driven Marketplace: The Power of Referrals
Let’s be honest. None of us really knows how sales will evolve as artificial intelligence becomes part of everything we do. We don’t know which algorithms will decide which advisors,…
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