Wednesday, June 27, 2018


Communication breaks down when i’s aren’t dotted and t’s aren’t crossed.  It is mistaken to assume that the message will get through when the message is incomplete.

Being understood is your responsibility.  When you take the time to make sure your communication is clear you are taking your responsibility seriously.  Being understood is essential for success in sales or leadership.

Of course, just as important as being understood is making sure you understand.  Here too you must take responsibility.

Understanding begins with careful listening; listening with the intent to understand.  What is the other person saying?  Why are they saying it?  Are they making any assumptions in their communication?  Have they left out any potentially important details?  What does their tone of voice tell you?  What is their body language saying?  Does what they are saying fit in the context?

One valuable technique in understanding is to repeat what the person said.  Another valuable tool is to repeat the message by paraphrasing.  “What I hear you saying is…,”  “As I understand it, you…,” “If I understand correctly, you would like…”

Writing down notes to help you remember is also extremely valuable.  The action of writing the ideas down helps in memorization and improves understanding.  It also gives you a brief moment for reflection and gives you a chance to follow up with clarifying questions.

Empowered with accurate information at the beginning will help you in your quest to be understood.  It will help you execute important documents expertly.  It will help you share precise instructions with subordinates or customers.  Complete understanding on your part will eliminate confusion and allow you an opportunity to communicate to others effectively.

When you are delivering your message you can proactively think about helping the other person understand your motivation and your assumptions.  You can plan for and deliver the appropriate level of detail.  You can finely tune your tone of voice and your body language.  You can make sure that your message and your actions are congruent with one another and the context of the situation.

When you begin to pay attention to the details your communication will improve greatly and along with it your performance.

Monday, June 19, 2017

Chart the Course

Finding the clear path forward is our job.  Our clients are going to be too focused on the obstacles and will need our expert leadership.

If they have been down this road before, it has possibly been a while, or they have not travelled this way very frequently, so they need our expert advice.  They need our assurance and our words of encouragement.  They need us to lead them down the path, they need to see us confident in each step.  This is how they can confidently advance to their goals.

If you are involved in a complicated sales process, one that involves many variables in the client decision matrix, then it is imperative that you lead your client like a well-rehearsed tour guide might lead visitors at a popular tourist destination.  The tour guide knows what is coming up next and prepares his audience to maximize the satisfaction in their visit.  The guide is aware of the potential hazards and helps the visitors avoid them.  Expert tour guides are so knowledgeable about the track that they often walk backwards without looking over their shoulder, focusing their complete attention on the visitor experience.

Experienced leaders and sales professionals have the benefit of past successes and failures.  By recalling what has worked for other clients a success path can be modeled for current clients.  Past failures can be used to highlight wrong assumptions or inadequate methods.  The nuances of market conditions can be expertly interpreted and analyzed.

When you see more than your clients, when you see farther than your clients, and when you see things before your clients do, then it is your responsibility to navigate your clients to the goal they seek.  It is your job to plan ahead.  You should expect problems and always point to success.

Monday, February 6, 2017

Leadership and Communication Study Groups Announced

The 21 Irrefutable Laws of Leadership

A 3-week study tackling 6 of the 21 laws:  lid, connection, priorities, process, navigation, and inner circle.  This study will afford you the opportunity to join forces and mastermind with a unique group of like-minded individuals who are focused on becoming more influential.

When: Every Friday starting on 3/10/17 for 3 weeks

Time: 11:30 AM to 1:30 PM

Location: Waukesha Food Pantry, 1301 Sentry Dr. Waukesha

Cost: FREE (Must buy your own book)


Everyone Communicates Few Connect

A 5-week conversation about the principles and practices of connecting with people as explained by world-renowned leadership expert John C. Maxwell.  Increase your influence with people by improving your ability to identify with and relate to people.  Your relationships will take a quantum leap when you learn how to connect rather than just communicate.

When: Every Friday starting on 4/21/17 for 5 weeks
Time: 11:00 AM to 12:30 PM
Location: Live Teleconference
Cost: $145 (Must buy your own book)

Books can be purchased via the products tab here:

To Register: Email and say “Sign me up for ________ group study.”  Provide your name, company name, mailing address, and phone number.  Simply click here to register.

Eventbrite - Everyone Communicates Few Connect Group Study