BLArticle®

The personal touch of a blog; the informative touch of an article.

Presenting Like You’re Presenting In Your Living Room

Some years ago, my wife wanted to see Carole King perform, and only because I’m such a great husband, I told her I would accompany her.  I wasn’t the biggest Carole King fan growing up, and before she came out to perform, I had plenty of time to look at that stage. I...

The TWO Ways To Motivate Others

How many times have you thought to yourself, “If I could just reach in and motivate that person, things would be a lot easier.”  This is your lucky week because, in this short blog, I think I can provide you with some useful information that will start you on your...

How To Become A Digital Detective

Imagine this scenario for a moment:  You’ve worked really hard to pin down a prospect, and you’ve secured an appointment.  It wasn’t easy, but your hard work has paid off, and that appointment is coming up soon. You’ve mapped out your travel route and your timing, but...

For Want of an Upgrade

I’ve never been one for big cars.  At 5’ 10”, or at least that’s how I was listed in my high school basketball program, I just don’t feel right in a big car.  There’s also a fuel cost, and from a cost perspective, they’re more expensive to rent.  No, when it comes to...

I’ll Try vs. I Will

When you ask someone to do something, one of two answers are usually heard:  “I’ll try” or “I will.”  At first glance, these two responses sound a lot alike.  After all, aren’t we taught to always try, or try real hard or try our best?  Yes, it seems pretty easy to...

Inside Voice – Outside Voice

We all possess an inside voice and an outside voice, and each serves a purpose. When we get the two mixed up, we get ourselves in trouble.  First, let me explain exactly what I mean by the two voices. When most think of an inside voice, they relate it to the actual...

Bringing The Heat From New York To Moscow

On paper, I suppose some presentations seem more important than others.  You could argue that some presentations are easier than others.  Clearly, some are better compensated than others.  Now, guess which presentation counts more than others?  It’s an important...

The Enemy of Action

There’s the act of wanting to accomplish goals, and then there’s the art of actually achieving results.  More plans go astray, more dreams go unfulfilled, and more time is wasted, by procrastination than by any other single factor. So, stop procrastinating!  Simple...

Helping An Audience Remember

Imagine a scenario for a moment: You’re attending a one or two-day seminar that you’ve been looking forward to.  The agenda looks just like what you’ve been hoping for, and you sit down with pen, pad, and highlighter in hand.  The instructor seems to be reading your...

Want To Sell Well? Think Like A Four-Year Old

During my career, I’ve been blessed with the good fortune of meeting many of the most amazing sales minds out there. Brian Tracy, Tom Hopkins, Neil Rackham, and many more.  I didn’t just shake their hands; I read their books, read their articles, listened to their...

Not Letting A Sniper Off The Hook

When I work with clients who want to learn how to speak like a professional, one of the first things we work on is dealing with aggressive behavior from members of the audience. It’s an important topic and one that deserves our attention. When I wrote the book, How to...

The Anatomy of Starting a Workshop

Let me set the stage for you: You’ve spent months preparing for a workshop you’re going to be delivering.  It’s just days away from your delivery, and your anxiety is kicking into gear.  Of course, most anxiety is caused by a fear of the unknown. I’m going to knock...

The Best Move In Objection Handling

The Best Move In Objection Handling

Spoiler Alert: You don’t need to say a thing! Everyone experiences objections when selling.  It’s a natural step of the selling process.  You need to hear the questions your prospect wants answered, and you need to answer those questions without talking too much when...

Good Fear, Bad Fear, No Fear

Good Fear, Bad Fear, No Fear

Everyone experiences fear in one way or another, particularly when we leave our area of comfort, and journey off into the unknown.  I’m here to remind you that having fear is not always something you should dread or avoid. As a professional speaker, I wind up in...

What Story Are You Telling Yourself?

What Story Are You Telling Yourself?

I’ve spent over three decades with my own business, but I haven’t always been an entrepreneur.  I worked with three different companies in my 20’s and early 30’s, and I had a full array of bosses.  Some were skilled, some were kind, and some weren’t.  I only had one...

Be Careful What Prospect You Wish For

Be Careful What Prospect You Wish For

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! Prospect #2: Someone who has been battling with a particular problem,...

Win The Crowd And Win Your Presentation

Win The Crowd And Win Your Presentation

When giving a presentation, there always seems to be so much to focus on. That focus can be directed into almost countless areas.  For instance: What should I wear? Where should I stand? What if I get nervous? What content would be the easiest for me to deliver? What...

Making Old Stories Sound Like New Stories

Making Old Stories Sound Like New Stories

I’m going to let you in on a little secret, but please don’t tell anyone.  When I tell a story during a presentation, I most likely have told that story before.  In fact, I may have told that story hundreds of times before.  The trick is that I can’t let it seem like...

The One Block Away Rule

The One Block Away Rule

Here’s a quiz question for you:  When is it time to talk to others about what you really feel about a conversation with a client?  An easy answer would be when the client leaves the room. Having been on the wrong side of that answer on multiple occasions, I’m...

“Rob is an expert not only in the art of influence,
but also in human nature.”

~Ken Blanchard, 

coauthor of The One Minute Manager® and Trust Works!