Who’s on your Board of Directors?

Have you heard you’re the average of the five people with whom you spend the most time?

 

Yeah, me too. Turns out you can find lots of studies on how people influence you, from how happy you are to how much you weigh to how much money you make. It’s not as simple as a “law of averages,” but the general sentiment of how much your environment impacts you is the big...

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3 Things You Don’t Have that You Should

Last week, I explained how weddings were anything but simple to sell. In fact, they’re incredibly complex with lots of moving pieces over long lengths of time with tons of money and multiple decision-makers involved. 


Y’all. This is about has hard as it gets.

What’s worse is that you’re not a salesperson. You’re good at what you do for your clients, which is...

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Clear the Way for Your Clients

These past few months I’ve immersed myself in behavioral economics. It’s an emerging field that looks at how people make decisions based on psychology, neuroscience, and socio-cultural influences. Basically, social scientists are exploring how people in the real world make decisions rather than what logicians and philosophers think people should do if they were making...

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Who’s Making The Decision Here?

One of the biggest challenges we face in the wedding world is selling to multiple people. 

I know, sometimes it feels like we’re selling to people with multiple personality disorder. We’ve all run into the prospective client who feels like your best friend when you’re on the phone with her during the discovery call, and then you get that email and you’re like,...

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The Real Reason Discovery Calls Make You More Money

Uncategorized Sep 08, 2020

The real reason discovery calls make you more money

By now you know I love getting couples on the phone. Not because it’s fun to talk to potential clients, but because it’s so important to booking more clients. Discovery calls allow you to:

  1. Connect with your clients
  2. Learn more about what’s important to them
  3. Find out where they’re at in the decision-making process
  4. See...
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4-Part Anatomy of an Excellent Blog Post

Over the past month we’ve talked about blog posts. Maybe not the sexiest topic, but certainly one that’ll help you generate the leads for 2021 and now 2022 that you need to get back what you lost in 2020.

 

Generating leads from the best potential clients is important – and hard – work. You have to do more than just put in the time. That’s the easy part. You...

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Are you Chasing the Wrong Dream?

Last week, I wrote about how hard it can be to motivate every day for work when we’re all so disoriented with the pandemic, politics and other stressors in our personal or professional lives. Sometimes you just have to put on your shoes and do the hard work you know needs to get done.

 

I received plenty of positive feedback from the near 3,000 wedding pros on this newsletter. Thank...

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The One Thing to Do at the End of Each Day

Is it just me or has it been hard to motivate over the past couple of months?

 

Normally, I’m the kind of guy who gets out of bed at 5am on a Monday morning and claps my hands, “Finally! The weekend’s over so I can get back to work!!”

 

Seriously. I know it’s annoying. Ask my wife, and she’s happy to tell you how annoying it is.

 

When I was...

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The DNA of Every Great Blog Post

Over the past 25 years of selling things to people, I’ve learned a thing or two (well, actually about 439 things) about what potential clients want during the buying experience.
 
Sure, every client is different from the next, but most can be grouped into a handful of different buyer types. I’ve worked with a model based on four communication styles learned through my executive...

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12 Blog Content Ideas to Reach Couples at Every Stage

Last week I reminded you what you already knew: Blogging is crucial for your business. Especially now that summer proposals are culminating and newly engaged couples are looking at 2021 options – and even 2022 dates!

 

Regular and well-done blog posts attract an audience to your website where you move them through the buyer’s journey. Let’s remember, sales is about...

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