The Close doesn’t have to be a big event that’s intimidating or uncomfortable for the prospect and the sales person. It shouldn’t be treated as a major occasion that you approach after overcoming painful hurdles and then confront the prospect in an adversarial way. The Close is actually the opening of a new relationship and [...]

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If you could have three wishes right now, what would you wish? Think about it. A question like that would make the most closed-off person open up. Like most good questions, it’s irresistible.
The main reason questions are so effective is that most people are compelled to answer them. Questions stimulate the mind and offer people [...]

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I plan to strengthen habits related to building and deepening relationships.
Included in this area are:

sending more (and more timely) thank you notes.
intentionally connecting more often - with colleagues, clients and other cool people.
making time for friends, creating meaningful memories and conversations.

The key to making these happen is to take action. I have been and will [...]

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I recently heard one of the presidential candidates asked about why their view had changed on an issue. Their response was something like: “I don’t think we want a President who never changes his mind, who doesn’t listen to new arguments, who isn’t open to change.”
This is an incredibly valuable question, because while you have [...]

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I believe this question is extremely powerful because it makes us intentional and conscious as learners. In many ways this is the necessary follow-up question to the
second in this series - What are my goals?
Why?
Because when we set goals by definition identifying gaps in our knowledge.
In my experience most goals require more than just [...]

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The answer for me is clear - I need to get better at execution and implementation. At
The Kevin Eikenberry Group we are excellent at surfacing ideas and opportunities, and while we do get a lot done, we don’t do as well in this area as we could. Let me rephrase that and put the [...]

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My answer to this one is simple. I will use my skills to serve others.
I believe this approach I allows me to not only serve others, but reach my personal and business goals, and ultimately make the world a better place.
I plan to do this by writing, speaking, listening, consulting, and training. I plan to [...]

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From a business perspective this one is pretty easy. I would have focused more on execution. My team and I are pretty good at coming up with new ideas and figuring out how to use and leverage those ideas. We aren’t quite so good at execution.
An outsider might say that we do get a lot [...]

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As I will do with each of these questions during this journey, I won’t bare my soul with my complete answer, but I will share items that are true for me and perhaps hold a message for all of us.
The immediate accomplishment that comes to my mind is the publishing, and so-far successful marketing of [...]

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I learned tons this year! I don’t have time to write everything here (nor would you want to read it all)!
Two things come to my mind that apply to me and might be useful to you as well.
1. Don’t judge an event too quickly. One of the most traumatic events of my life happened May [...]

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