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 who all is involved in ...

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 actually have to know what you’re doi...

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 you. I got a...

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 Lodging Director at Roche Harbor Resort, we opened...

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 coach, Laura Moriarty...

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 providing the right informatio...

I think it’d be great if we could snap our fingers and poof! we’d get what we want. I’d ask for patience, more quality time with my family, and a chance to have a whole-roasted chicken dinner with my mom who passed away about six years ago.

What would you wish for?

Most wedding pros I know are interested in getting more leads for 2021. And I don’t mean rescheduled clients from 2020 – we’ve...

Everyone wants to know how to charge more for their services. I mean EVERYone. Let me put that another way: I don’t know anyone who wants to charge less. Especially now with COVID-19 wreaking havoc on 2020 clients who are now taking all the 2021 dates!

I’ve talked with many event pros who are considering charging less to make sure 2021 fills in. First, don’t do that. Second, don’t do that.

I recently read about Carter Racing, a case study presented in business schools across the country over the past 30 years. Students have to decide whether or not to race a fictional car with recent engine problems, but may give them big sponsorship money if they finish in the top five. Do you greenlight the race car knowing it might blow up?

I’m not going to dive into the case study, because y...

If you’re like most wedding pros, you probably think it’s hard to get better at selling when you don’t get many inquiries. How can you make improvements if you don’t get a chance to try out what you learn?

Sure, I can see that perspective. Do something different and see if the change helps (or hurts) the outcome.

For example, let’s say you’re having a hard time getting people to reply to y...