What’s Your Favorite Channel?

People primarily process information through sight, sound and touch (feeling). Let’s call these, “channels” and I’ll explain them by using examples. Assume you hear a homeowner or business buyer respond to you in one of these fashions: “Show me what you are talking...

Stop and Think, then Get in Sync

I talk a lot about how important it is to conduct an interview to establish a diagnosis to determine the pain points and needs of buyers early in the process. That of course begins with identifying and mirroring your prospect’s temperament, but maybe I haven’t been...

A Bedtime Story from Grandpa Doug

As a semi-retired grandpa, you might imagine I get lots of opportunities to read aloud. All of the grandkids have their own favorite stories and love to hear them over and over again. (That’s me on the left reading to Colton and Jackson, two of our six grands.)...