I spent much of last week prepping the live workshop for wedding planners I’m doing tomorrow (Wednesday, Oct. 14). Over 170 information-filled slides about discovering couples’ real needs with the right questions, tailoring services around those needs, and designing bundles with pricing to nudge their choices in your direction. I’m super excited to share this information with...

Is it just me, or are wedding planners working harder than ever? The postponed events seem to create more work because it’s like they’re being planned twice – or even three times. And clients who were already challenging to manage are even more stressed out by the public health risks, ever-evolving guidelines, and changing regulations for specific business types. It’s...

The past month we’ve done our 4-week Joy at Work challenge on Instagram. Our goal was to provide simple activities done every day to tidy up our work lives and discover purpose along the way. The world around us is figuratively and literally ablaze, and our industry sometimes feels like a dumpster fire that won’t go out.

These past four weeks we focused on areas of work where...

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...

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...

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...

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...

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...

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...

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...