Ten years ago, when I was working with a coach, he said something to me that I’ll never forget. He said, “If you don’t clean up your behind-the-scenes, people may be interested in working with you… but they’ll hesitate to say yes. They’ll sense that something is off without being able to name it. This is why it’s essential to
What does intimacy have to do with the Ethical Sales Institute (ESI)? Everything. At ESI, we teach that sales expands far beyond transactions — they’re about trust, connection, and transparency. And that foundation is built through intimacy. I’ve been practicing the art of leaning into difficult conversations for decades. But when I met Julian in 2016, all my intellectual understanding
The Active Referral is one of the most powerful, yet often overlooked, methods for enrolling ideal clients. It remains underutilized because many professionals aren’t aware of it, and even when they are, it takes courage to implement. This strategy is more than just asking for introductions; it’s cultivating deeper relationships and connecting with clients who genuinely align with your values.
Article 4 in a 4-Part Series I’m often asked why the T.E.A. before T.E.A.M. sales approach works so well for passionate professionals over other sales methods. The short answer is it lets us… Earn more with less stress Be our authentic selves Enjoy our businesses more The T.E.A. (Time, Energy, and Attention) before T.E.A.M. approach stands out as more ethical
(Even if they were a referral.) Article 3 in a 4-Part Series In the journey through the personalized service industry, where roles span from consulting to coaching and engaging in professional practices, students of our sales process have discovered that true success goes beyond mere transactions. Professionals like you often act as guides, supporters, and confidantes, embarking on deeply emotional
Article 2 in a 4-Part Series Want to have your calendar full of “Ideal Clients?”Hint: You’ll need to be mindful from whom you accept money. Previously, we discussed how “Having T.E.A.” with someone builds personal trust relationships.T.E.A = Time, Energy & Attention. In this article, we will explore how “Having T.E.A.” is vital BEFORE you accept someone’s money in exchange
Article 1 in a 4-Part Series When you were a child, how did someone you never met become your best friend? In young adulthood through college, how did your friendships develop? As an adult, how have you developed relationships with your neighbors and co-workers? When you reflect, I imagine you invested time, energy, and attention into that person, and they
The Power of Understanding The 7 Client Personalities Sales can feel like a daunting mountain to climb, especially if you’re someone who dreads the very notion of “selling.” The fear of rejection, the unease of pushing someone into a sale, the anxiety of possibly appearing too aggressive… these are feelings many practitioners share. But what if the essence of sales
The Secret to Less Stressful Ethical Sales and Marketing Have you ever tried deciphering a language without knowing its alphabet? That’s precisely how sales and marketing can feel without a grasp of the different client personalities. The issue very few sales training address is that who you are talking to and their personality traits can change right in the middle
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