My Son Is A PhD, Not the Kind of Doctor Who Helps People

The way the medical system is today, the traditional family doctor (now your “primary physician”) can’t do very much! The minor stuff is handled by a physician’s assistant, who is empowered to treat patients and write prescriptions, and the major stuff is referred to a bewildering number of specialists. In other words, the GP is capable of scaring you with a health issue, but not helping you to overcome it! Don’t let that be your fate as a consultant. Specialization …


Just the Facts, Ma’am

That’s what Jack Webb used to say on the famous police drama “Dragnet” as sergeant Joe Friday, who was just interested in the evidence, not opinion. The internet today provides access with great facility to billions of sources of information, opinion, rumor, and weirdness. When you’re trying to make a case for a position—whether for a client, a book, new IP—don’t merely seek sources favorable to your point of view. Seek knowledgable sources on the subject that also may change …


Will and Won’t Power

If you want to accomplish something (write a book, organize a follow-up system, create new IP)  and you don’t really know how, acquire the skills. If you have the skills but still can’t get started, you need to change your attitude (I hate calling on prospects, I don’t feel like writing)), either unilaterally or with the help of a coach. (The same principles apply to your clients, of course.) If you refuse to acquire the skills and/or change your attitude, …


Crabs

From an infinity pool, I lean over and watch the waves batter the rocks below. The stratigraphy is fascinating, hundreds of crevices and nooks, a combination of cork brown and golf course green. I catch some movement, and I realize that dozens of crabs are scuttling and sidling along the rocks. They are the same colors as their surroundings, but the water makes them an almost iridescent hue. Some fit into the cracks, but the larger ones must stay on …


Technology companies, and Apple in particular, are increasingly providing bare bones instructions with their products. Generally, they don’t say much more than “Welcome to your new MacBook,” you choose a language, and that’s that. This is true for their entire computer line, iPads, iPhones, and iEverything Else. They are trusting three possibilities: 1) The new owner is already computer-savvy (and, more importantly, Apple-savvy); 2) The new owner has access to friends who are in category 1; 3) The new owner …


Get Rich Quick (Or Maybe Not)

I recall the old multi-level marketing (Ponzi Scheme) pitch that went: “I’m making more money part time today than I did in my full time job. Come to our meeting tomorrow night.”  At the meeting, some guy with a diamond pinky ring and an ostentatious Caddy showed us how we could make money selling detergent or phone cards—oh, and also by recruiting new members. Today, we’re asked to subscribe to series of videos and seminars to learn what? To learn …


To Charge or Retreat?

I’m watching the sun rise over the Atlantic off the coast of Palm Beach, a beacon luring us to the opportunities of a new day. We’ve flying home later today from a week of vacation and facilitating my annual Thought Leadership Conference. For ten years or more, I’ve run very high-end experiences all over the word: Million Dollar Club, By Invitation Only, Million Dollar Consulting® College, Million Dollar Consulting® Convention, Thought Leadership, and so on. In so doing, I’ve worked …


Second Best

Comparing “best to worst” doesn’t help much—not with a sales force, or call center personnel, or even athletes. Your worst isn’t going to become equal to your best, no matter what you try. It’s better to compare “best to second best.” The next-best people are potentially able to equal your best if they learn their practices, secrets, and regimens. This is how to seriously increase your top performers. In so doing, you may learn things to help poorer performers. But on …


Modern Times

Comedian Louis C.K. asks why we complain about airline service when we’re able to sit in a chair and ride in the sky. I’ve heard people complain that their cell phone call to London, while walking down a street in New York in the rain, has poor reception. I’m at the Jersey Shore, and there’s always traffic on the Garden State Parkway. Yet today we have air conditioning, zillions of music choices, iPads to occupy the kids, and GPS if …


Preventive vs Contingent

After a month, hundreds of law enforcement people finally killed and captured the two escaped convicts from the Clinton Correctional Facility at a cost of tens of millions. I don’t think anyone could fault the diligence and organization of the pursuit. However, the pursuit was necessary because preventive actions failed. The inmates received tools, developed relationships with prison civilian workers, used dummies to avoid an apparently not-too-rigid bed check. Contingent actions can be highly effective, yet no matter how well …