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...

My sweet wife, Katy, has to remind me all the time to do a better job of explaining. And she’s 100% right. I get lost in my own head so much that I forget to explain to new people what’s going on here with the advice I offer. 

I’m sorry. Let’s go back up to big-picture level for this post, shall we?

Okay, now that we’re at cruising altitude, I want to make...

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...

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...

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...

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...