Relationship Architecture in the Covid Era

  Times change but the importance of building relationships does not. Before social media and smartphones, people spent an ample amount of time doing business over the phone. I spent hours and hours on the phone when I was in radio, forming relationships with people that could either help us get guests on shows or […]

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Relationships Equal Revenue

There are many preconceived notions on the art of the close and how to convince people to buy your products and services. The word “convince” or the concept to “persuade” is what leads people astray. The notion of the ABC’s of Sales that has been popularized by the movie Glengarry Glen Ross has led people […]

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You Can’t Handle The Truth, Or Can You?

There’s a great scene in the movie A Few Good Men, where Tom Cruise and Jack Nicholson are going back and forth in a courtroom. In this scene, Cruise is cross-examining Nicholson in a Naval proceeding. It’s a legendary volley that culminates with Nicholson, through clenched teeth, blurting out, “You can’t handle the truth!” Powerful […]

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