BLArticle®
The personal touch of a blog; the informative touch of an article.
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
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
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?
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
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
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
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
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...
Plant A Garden – Tend A Garden
Okay, I’ll admit it. When Covid reared its ugly head, I was less than enthusiastic when customers began to inquire about my ability to conduct virtual workshops. I mean, come on! Does anyone really think we can really grab the mindshare of an...
Persistent or Pushy?
When working with others, our goal is to be persistent enough to be the first person who comes to mind when someone is considering what you have to offer. The trick is to be persistent without being pushy… Is there a difference between being persistent and being...
The More You Know, The Less You Show
There are so many unusual ironies that surround the world of selling, and one of them is the odd relationship between product knowledge, and how and when to share that product knowledge with a client. Our instinct is to try and show our clients how...
New Approaches From Traditional Wisdom
LISTEN NOW on Apple Podcasts April 10th, 2023 Burnout is increasingly rampant in the business world and we need new approaches, but that doesn’t mean these new approaches can’t be adapted from traditional wisdom. Author and Rabbi Matthew Ponak sits down with Rob and...
Half Done is Almost Perfect
I’ve always been a fan of the quote, “Done is perfect.” That said, I have my own version of that quote: “Half-done is almost perfect.” Apparently, not everyone agrees with me, because when I looked up synonyms for the word half-done, I saw...
For The Sake Of The Team
LISTEN NOW on Apple Podcast April 5th, 2023 Have you ever had the opportunity to witness the power of truly being part of a team? I’m not talking about random people thrown together: I mean a real team. In this Pocket Sized Pep Talk, I'll share with you what makes up...
Defying The Odds And Making Your Business A Success
LISTEN HERE on Apple Podcasts April 3rd, 2023 Did you know that about 90% of startups fail and 10% of them fail within the first year. About half are gone within five years. Author, coach and serial entrepreneur Brian Will sits down with Rob and tell you how those...
Enhancing What You Read
LISTEN NOW on Apple Pocasts March 29th, 2023 So often, it seems like the introduction of a new technology creates more harm than good. But when it comes to books, a new technology has been trying to make inroads into the publishing world, and the potential is amazing....
The Battle Between Instinct And Logic
It seems simple enough, and we hear it all the time. “Go with your gut,” or “Trust your instinct. The important question is really whether instinct is truly the best indicator of sound decision making. It is for most animals. A dog shakes after he gets wet, a sea...
“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!