Problem vs. Capability Marketing: The Difference Between Being Hired and Being Ignored
Two consultants walk into a room. First one says: “I’m certified in life care planning with 20 years of experience.” Second one says: “I help
Client Question: The Price Objection That Isn’t About Price
Client Question “I’ve been struggling with prospects telling me I’m too expensive. It seems like price is always the issue that comes up – especially
The Boomerang Employee Dilemma
(And Why “Never” Isn’t Always Right) “Your dead to me.” “They left once. They’ll leave again.” “Nothing’s changed.” “We’ve moved on.” But here’s a
Burn Your Boats: Why Success Requires Removing Your Plan B
The ancient generals knew something: When you burn your boats, You remove retreat as an option. You make success the only choice. The Safety Illusion
When Prospects Don’t Call Back (And Why It’s Not What You Think)
Read Time: 2:10 That prospect who hasn’t called back? They haven’t called back. That’s it. That’s all it means. Everything else? That’s the story you’re
The Thank You Meeting: Your Most Important Sales Call
Read Time: 2:15 Most consultants finish their projects and disappear. Send an invoice. Maybe a thank you email. Then silence. They just missed their best
The Priming Game: Why Being Everywhere Matters More Than Being Perfect
Read Time: 2:10 Ever wonder why some consultants seem to win all the business? It’s not because they’re better. It’s because they’re everywhere. The Trust
The Imposter Opportunity: Why Feeling Like a Fraud is Your Secret Advantage
Read Time: 2:25 That voice in your head? The one saying you’re not ready? Not qualified enough? Not expert enough? It’s lying. But it’s also
The Association of No Telephone Prospecting (A True Story)
Read Time: 2:30 True story: A professional association invited me to speak about sales. With one condition: Don’t mention using the telephone. It was, they
Stop Emailing Proposals (If You Want to Win More Business)
Read Time: 2:10 “I’ll email you the proposal.” Five words that kill more deals than any objection ever could. Five words that turn your expertise
From Bedside to Business Owner: The Truth About Your Next Chapter
Read Time: 2:41 That case you analyzed at 3 AM? That’s consulting. That complex situation you solved under pressure? That’s consulting. That difficult conversation you
Beyond the Invoice: Turning Clients Into Champions
Read Time: 2:24 Most consultants finish the work. Send the invoice. Move on. And miss the entire point of serving clients. The Opportunity Gap Your
Stop Talking About Your Services (Nobody Cares…Yet)
Read Time: 2:10 Want to know why prospects aren’t calling back? You’re talking about solutions they don’t need yet. Want to know why your marketing
The Space Between Words: Why Real Conversations Close More Deals
Read Time: 2:10 That silence in your sales conversation? It’s not empty space. It’s where understanding happens. That hesitation in their voice? It’s not indecision.
The 5 Biggest Website Mistakes Nurse Consultants Can’t Afford to Make
And What to Do Instead to Get Found by Attorneys These are the 5 biggest website mistakes nurse consultants can’t afford to make — identified