I'm eyebrow deep in research on characteristics of top-performing salespeople in complex sales deals. 

• What was it that separated the absolute best from the mediocre?
• Are top sellers born with personalities that make them successful?
• Is it possible that some will never get good at selling their services?

I’ve read a ton of books and articles, listened to lots of podcasts and audiobooks, an...

What is wrong?

Last year, Katy and I were talking about the challenges our clients were facing in their companies. I’d just gotten another call from a wedding pro who wanted to know if their pricing was the reason bookings were down.
 
I could tell them the answer right away:
 
Yes and no.
 
You’ve heard me say it over and again. The price you charge is the measure of all the work you’ve done bef...

Over the past 42 years I’ve come to realize the strangest things irritate me. Multiple conversations at the table; someone talking to me from a different room across the house; music I don’t know very well playing while I write (I just changed it btw…). Like I said, they’re weird.

Another thing that’s really fired me up since I heard it many years ago is how you’ve got to “educate” your clients.

Pssst. Lean in. I wanna tell you a little secret and it works better if you’re closer to the screen. Go ahead. I’ll wait….

Okay, you ready?

Your buyers don’t really want to hear what you have to say. Well, maybe they do…but not until you hear what they have to say. 

Here’s the biggest problem, though: They don’t know what to say. They need your help to get it off of their heart and into their m...

Over the past couple weeks you’ve learned how important your people can be to the success in your business. Yes, the planners and venues who are referring you business, but also the clients who love your work so much they want to shout it from the mountain tops – or at least into their best friends’ ears.

I read somewhere that your network is the safety net to catch you when you fall and your fis...

Last week I shared two things that probably surprised you:

1. Stop wasting so much time trying to get leads from IG

2. Leave planners alone and seek referrals elsewhere

I want to be clear. I’m not saying to abandon all efforts in these areas. No way! Just be cautious of the law of diminishing returns.

If you’re like most wedding pros I work with you’re neglecting the single best source o...

Growing revenue is a (partly) numbers game. The more leads you get the more likely you are to hit your goals. 

But it’s not that simple. 

Think of all those people looking around your website. You probably have a ton every year who drop by, browse for a bit, and then take off (because you don’t have any content on your site to engage them, but that’s a different issue and I digress…).

So you sp...

Last week I wrote about skill stacking. The idea is to reverse engineer what you’ve got to be great at if you want to see success with your business – and then build those skills on top of each other to reach your goals.

But what do you need to get good at?

In the coming weeks I’ll share core capabilities you need to master if you want to book the right kinds of clients. Most you’ll be okay at. Some...

Are you in the wedding industry and not making the kind of money you want? Like I say, welcome to the club.

Today we’re going to talk about where you could be struggling. Forget everything you think you know about why you’re not happy with the results you’re getting. (If you’re that good, hit reply and join my team…I’m always interested in good talent.) Instead, start by going through your buyer’...

Last week I recommended not to blindly take someone else’s medicine. What’s hurting your revenue may be different than what they’ve got issues with – and you need to know what’s the problem with your marketing and sales process if you want to get the absolute best solution(s).

Booking more business is simple

I’ve obsessed about making more money for wedding companies for over 13 years. I’ve read...