Recently we wrote about answering calls on weekends. The response was fascinating. And troubling. “I never answer my phone.” “Email only.” “If it’s important, they’ll leave a message.” Really? Let me tell you a story about $15,000. The Great Phone Experiment Twelve calls. Twelve consultants. One project. Real money on the table. The results? Two […]
The $15,000 Phone Call You Didn’t Answer Read More »
“Attorneys are so cheap they just don’t want to spend money to hire consultants” Everyone blames the market. “It’s too competitive.” “Buyers aren’t spending.” “Our industry is different.” But here’s the uncomfortable truth: Your market isn’t broken. Your marketing is. The Common Excuses Professionals tell themselves: “We need better branding” “We should try more platforms”
Why Your Marketing Isn’t Working (And It’s Not The Market) Read More »
Let’s be honest about AI and sales. Everyone’s looking for the easy button. The magic solution. The technology that will finally make selling effortless. Stop. The Hard Truth AI won’t fix your sales problem. Because AI isn’t your sales problem. Your sales problem is: No algorithm will fix that. The Real Problem You don’t need
AI Won’t Fix Your Sales Problem (But You Already Knew That) Read More »
Someone just helped you. Gave you their time. Shared their wisdom. Opened their network. What you do next matters more than the ask. The Critical Moment Most people: Send a quick thank you Feel grateful Move on And miss the opportunity entirely. The Real Beginning That help you just received? It’s not the end. It’s
After They Help You: The Moment Most People Miss Read More »
Three words that change everything: “Can you help?” Not: “Let me tell you about my services” “Here’s what I offer” “This is why you need me” Just: “Can you help?” The Hidden Power Everyone wants to be: An expert A guru A thought leader Nobody wants to be: A learner A student Someone who
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I spoke with a prospect who default response was “I tried that before”, “We’ve done that already” and my favorite “it doesn’t work” with a complimentary eye roll. “I tried content marketing.” “I tried LinkedIn.” “I tried video.” “It doesn’t work.” But here’s what’s really being said: “I tried once.” “I tried briefly.” “I tried
“I Tried That. It Doesn’t Work.” (And Why That’s Not The End) Read More »
“Do good work and attorneys will refer you.” That’s the advice everyone gives. That’s what experts tell you. That’s what you want to believe. It’s not true. The Competitive Reality Attorneys don’t share their best experts. Not because the experts aren’t good. But because they’re too good. Think about it. The Attorney’s Mind When an
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In 1962, Leavenworth, Washington was dying. The sawmills were closing. The railroad was rerouting. The mines were emptying. Another resource town destined to become a ghost town. Except it didn’t. A Different Question Instead, someone asked a different question: “What if we didn’t try to save what we had, but created something entirely new?” The
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That Won’t Work In My Industry You know the one. The special industry. The different industry. The unique industry. The one where: Normal rules don’t apply Standard practices don’t work Common wisdom fails The Industry Trap “Our industry is different because…” Our clients are sophisticated Our services are complex Our market is unique But here’s
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The Popcorn Strategy Ever wonder why movie theaters serve such salty popcorn? At Cannery Brewing, they get it. They understand the psychology behind the perfect level of salt on their complimentary gourmet popcorn. The popcorn that arrives at your table moments after you sit down. It’s not just good – it’s deliberately salty. Here’s what
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