COACHING INSIGHTS

Do You Ever Feel Like You’re a Fake, Fraud, or Phony?

ID-100261017“Phil, I don’t know how to tell you this, but I feel like I’m a fake. I’m not nearly the expert that my clients think I am. I think it’s only a matter of time before someone finds me out.” This was the confession of one of my coaching clients. We were having dinner, and after a couple glasses of wine, he felt relaxed enough to tell me what he’d been bottling up inside for years. This person Read more ...

Has Your Attention Span Gotten Shorter?

Today I coached a client who is looking for a new job. He told me something that happened in a job interview and it made my skin crawl.

The interviewer asked him some challenging questions that required a good deal of thought. My client needed a few seconds to think about his responses. When he didn't reply instantly, the interviewer became impatient, picked up her smart phone, and started texting.

No apology. No explanation. Just plain rudeness Read more ...

The Myth of the Ultra-Confident Salesperson

overconfidentMany professionals believe that in order to generate more sales they have to project an aura of success and ultra-confidence. I'm here to tell you it's a myth.

Several years ago I "shadowed" a real estate agent on a presentation to a couple who wanted to sell their home. He introduced me as his sales coach and Read more ...

Your Own Personal Bubble

bubble manYou live much of your life in your own personal bubble. So do I. So does everyone. The personal bubble I’m talking about is the bubble of our own thoughts, perceptions, behaviors, and emotions. It doesn’t matter how smart, insightful, or “on top of it” we think we are, we all have blind spots, especially when it comes to ourselves. These blind spots frequently cause us to Read more ...

The 7 Habits of Highly Ineffective Salespeople

used car salesmanIn coaching and training hundreds of sales people and other professionals, I've identified 7 harmful habits that hold people back in their business-development efforts and kill sales. Warning: Having even one of these habits is a roadblock to achieving your potential in business. Do any of these sound familiar?

  1. Verbal diarrhea - They spew out their offer, Read more ...

Are you a Problem Person or a Possibility Person?

half fullOne of the things I love about being a coach is that I get to probe into how my clients think. Part of my job is to find out what propels them forward and what holds them back. Time and again, I see a direct correlation between what people habitually focus on and their level of success and happiness. I’ve noticed that most people tend to “live” in Read more ...

Keeping Commitments to Yourself

broken commitmentLast week, I received a call from a former client (let’s call him Vince), inviting me to lunch. When we sat down, I asked him how he’d been doing in the year or so since we last worked together. Vince told me, “I’ve been doing well, but I've got some challenges. In particular, there are some activities I know I must do in order to achieve Read more ...

Obsessed with Work!

obsessed with workMany professionals believe that business success will make them happy. In my 14 years of coaching ambitious men and women, I can tell you that the formula, Success = Happiness is a myth. The people that hire me to coach them want to become more successful. I genuinely admire their ambition and hard work. And I’m more than happy to coach them to a higher level of business Read more ...

Are You Tolerating Flakes?

If you run your own business (like me), you may suffer an all-too-common occupational hazard: FLAKES! I'm talking about people who miss meetings, don't return calls, don't pay bills on time, and don't do what they promise. It would be wonderful if everyone acted with integrity all the time, but I believe that occurs only in an "alternative universe." When I began writing this article, I wanted to declare "all-out war" on flakey behavior--that is, a no-tolerance policy. But the truth is: most of us flake out from time to time. We forget an appointment, we miss a meeting Read more ...

The Art of Listening – Part 1

Over the past few weeks, I’ve had a couple of business interactions that left me feeling “unsatisfied.” In both cases, I was dealing with highly qualified professionals who were giving me advice. Though their advice was good, I felt like they weren’t completely present. Their eye contact wasn’t great and I had a hard time getting a word in edgewise. These interactions reminded me Read more ...