Question: I am new to the business. Do you have any advice as to how to price items? Answer: Pricing is complex. On one hand, you want to maximize sales, but if you price items too low, you might end up doing lots of work and making very little profit. Also, if you are known…
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Quit being afraid of the future. That’s where all the good stuff lies. The road to failure is littered by organizations that feared and tried to hold back the future. Just look at Lotus 1-2-3, which owned the database and software business powering PCs in the days before Windows. Or look at Kodak, the company…
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Question: I don’t like to show item numbers to my clients. Is there a way to avoid that in QuickBooks? Answer: Yes. You can customize templates to include only the fields you want and eliminate those you don’t. (And, it is a good idea to not show item numbers on customer forms, as it makes…
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In the Rolling Stones’ famous song, they say, “You can’t always get what you want, but … you get what you need.” We all know that’s wrong. We don’t always get what we need. I believe we get what we see. Getting what you see is the practice of visualization—creating vivid pictures in your mind…
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How would your clients describe the experience of meeting with you? How do they feel as you walk out of their offices? How do they feel about your impending appointments to see them? Here’s the toughest question for you to ponder. I want you to think this through thoroughly. If you are part of a…
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In my last article, I discussed the importance of gratitude. Today, I would like to talk about the two most powerful words in the English language. If I asked you, “Who are you?” your answer would start with two words: “I am.” I am. The two most powerful words in the English language. Don’t believe me?…
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Where’s your focus? It seems like all the glamour and excitement in sales and marketing focuses on account acquisition. Everyone loves the “rainmaker,” the professional who reels in the big fish and new, headliner clients. We spend our time, our resources and our money on carefully crafted marketing plans. We think through objectives, strategies and…
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I love my smartphone, and I bet you do, too. We use these devices for work and play, taking photos of our kids and sending emails to our customers without missing a beat. I bet some of you are reading this on your phones right now. As much as modern consumer technology enables us to…
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It all starts with good vibrations. Over the next several months, I am going to share my thoughts and experiences regarding the law of attraction. The law of attraction simply is about how we can attract more of what we want and avoid those things we don’t want in our lives. If you want more…
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Where will you be when things settle down? A great number of marginal performers will be gone. Those who have not innovated will be gone. Those who have not created value for their clients will be gone. But a lot of us will be standing, and will be better, stronger and more equipped for success.…
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