Making meaningful contact with high value clients

Don’t be the weather man. Make it rain.

A lot of us have a tendency to be a thermometer when it comes to dealing with the world. We’re ready to measure and evaluate what’s going on around us, and sometimes don’t do a thing to change it. Likewise, in business, I’ve found that a lot of entrepreneurs tend to be the weather man, always ready to inundate anyone who’s willing to listen with a detailed study of whatever market we happen to be in. Yes, it’s good to know your industry and its market conditions. It’s essential in many case. However, for your prospective client, partner or close colleague, this isn’t going to make them any money right now. At the end of the day, the bottom line is the bottom line.

One of the quickest ways to get the attention of a high value potential client, partner or colleague is to make it rain. Instead of just going straight to the pitch, find out how you can help bring them valuable business connections. One of the best clients I had on Wall Street was an electrical supply company that I connected to contractors who built arenas and mega-churches. Every time he saw me on his caller ID he KNEW he was about to make some money.

I’ll let you figure out how easy it was for me to close him.


Three ways to Skyline yourself to attract Quality Clients

When I served in the US Marine Corps, the guys in the platoon used this term to denote attracting attention, particularly the attention of the drill instructors. However, when attending events, it can be useful to find a positive way to attract attention. Don’t get meWait! Be engaging. Be human. But most of all, be REAL! wrong. Nobody likes a ham or a show-boater. However, with a little discretion, you can succeed in making a lasting, positive impression on multiple prospects.

Give sincere compliments. Being somewhat of a connoisseur of men’s fashion, and an admirer of good fashion in general, I tend to get creative with compliments about what people are wearing. Look for items which show deliberate intent, and focus on that. For example, I tend to notice cuff links, tie pins, and other accessory items. My sincere compliments are usually followed up with a question or two about the item, if it seems appropriate, and before I know it, a conversation is under way.It’s great to be remembered as that nice guy who always has something good to say without being fake. Don’t be insincere. Most high-caliber clientele will pick up on it, and they will immediately dislike you — and rightly so.

Become the Toast Master. If it’s a social event in which toasts are being made to whomever is being celebrated, don’t be shy. Come prepared, be heartfelt, engaging and if possible eloquent.

Volunteer to speak. As I’ve mentioned before, I’ve connected with meeting planners simply by raising my hand to participate when someone leading an event calls for volunteer. This gives you a chance to show that you do well under pressure, that you’re a good sport, and likeable or interesting. Every time I do this, I run out of business cards. Working the room is for pikers! When you’re a Million Dollar Hustler, you make the room work you.

If you do these things with poise, class, and warmth, you’ll attract a great deal of positive attention from potential clients while never having to ‘sell’ anyone.


Don't be like this guy!

Don’t dress like this guy, unless you’re a gigolo.



The power of your words

“Death and Life are in the power of the tongue. They that love it shall eat the fruit thereof.” – Proverbs 18:21

This ancient proverbs reveals a great truth about our words. Words have tremendous power, and in this particular proverb, death is mentioned first. I suspect this was intended as a warning, since for most of us its so easy to slip into negativity, both in our conversations and our self-talk.  There’s good reason that ‘Bad news travels fast’ is an old saying. For some reason, we all have a bit of the naughty little kid in us who just can’t wait to share the latest bit of bad news, especially when it’s particularly ‘juicy.’

To make matters worse, we tend to do this to ourselves. I teach my clients to break this habit, because even when we don’t mean what we say, our subconscious mind receives the negative signal and, unfortunately begins to work against us. Now, experts from scientists to internet marketers have tried to understand how it works. It remains mysterious, but there are some things we do understand about the subconscious mind that can help us, especially with regard to our words and thoughts.

We know that he subconscious mind is not rational or logical. It doesn’t necessarily think in linear terms. It seems to behave more like a parallel processor, and therefore can process much more information than the conscious mind. It’s believed that that the subconscious mind can process as much as 40 billion bits of information per second, versus the 70-20 bits that the conscious mind can process. So it seems possible that the subconscious mind can process and assimilate most, or maybe even all, of what we see, hear, smell, taste, and so on… including what we say.

When we are negative in our words, we can actually influence our subconscious mind to work against us, while our conscious mind begins to believe what we’re saying. There was once a skinny little teenager who wanted to become really strong despite his small size, many people told him in many ways that he’d never be able to bench press whatever number of pounds seemed like a good number to them. He, however, was undaunted. and continued to tell himself that he would reach his goal on the bench press. Soon enough, He began to believe that he could do it, and that belief caused him to research how muscles worked, and what actually made people get stronger. In the end, he bench pressed 270 pounds at a body weight of 117, and years later could bench press more than 300 pounds at a body weight of just 143 pounds!

Had he been negative, sooner or later he would have convinced himself that it was impossible, and his level of effort and dedication would have dropped to match those words. This happens to most of us. Some might even say this is how we talk ourselves out of pursuing our dreams. Do whatever you have to do to stop this habit. Now, I’m not saying you should be positive about things that don’t make any sense. You won’t see me trying out for the Toronto Raptors anytime soon.

Words can hurt feelings, offend sensibilities, start bar fights, end marriages and make enemies. At the same time, they can restore relationships, inspire people to strive for excellence, resolve conflict and make friends. Choose your words wisely, and use them kindly as often as you can.

What I am  saying that you should speak good things over your own life. Encourage yourself if you have to! What I typically have my clients do is a simple exercise in which they write down goals, or things they’d like to change, and then write down two or three encouraging statements about those things. They then read these aloud to themselves as often as they need to until they begin to believe it, and while they’re doing this, they’re already taking action toward achieving those goals.

Try this out for a week and see what happens. You’ll be glad you did.

The Power of a Genuine Smile



Business magnate Charles Schwabb, who decades ago amassed a fortune worth more than $400M, attributed his success mainly to his smile. While I’m sure there was more to him than his smile, the fact that someone of that magnitude would consider a smile that important speaks volumes of what your smile means to the release of your vision…

A smile communicates warmth, trust, good will, and so much more that it can often create opportunities to connect with people who will become a vital part of your journey. Don’t just smile with your mouth… though some people say smile with your eyes, I say smile with your whole body. Most communication is no-verbal, and since people really can’t see your heart, your smile gives you a chance to express your good will, openness, and friendliness. Your most powerful position in business is that of safe strength. People want to know you can get the job done, so to speak, but they also want to know that you are ‘safe.’ While a smile doesn’t tell your whole story, it can position you to be able to tell it yourself!

Let your smile be your chance to communicate the very best of you to the world around you, and watch your journey’s direction change for the better.

5 Ways to Communicate well and Earn Trust

Trust isn’t just earned, it’s invested. However, to get someone to invest a little trust in you so that you can earn the rest, you must be able to communicate well. Some things that will help this process:

1. Have something good to say. This doesn’t just apply to industry knowledge. Be prepared to add value to the lives of others with your words. Have you ever known someone whose words always seem to bring life, peace, joy, and wisdom into a situation? Have you noticed that such people are usually trusted? There’s a reason for that. The value of their words inspires trust.

2. Say it Well. Study the great communicators of different  eras. You don’t have to imitate them, but you will learn from them. All great leaders are great communicators. You can’t lead unless you can effectively present ideas and inspire others to partake of those ideas.

3. Learn to trust the truth. I’m a firm believer in the seemingly lost art of integrity. Truth is tremendously powerful, and much lower maintenance than deception.

4. Learn to read your audience. Great communicators learn to understand what their audience needs. Too often we’re so focused on what we have to say that we fail to realize that what we intend to say isn’t what the people around us need.

5. Seek to serve rather than to impress. Let your marketing be impressive. When it’s time to interact with clients, customers, friends and relations, impressing them does not good except maybe for your ego. The word ‘deserve’ is made up of the Latin prefix de, which signifies ‘of’ or ‘from.’ Thus, if you want to deserve trust, you must serve and serve well.