Apr 23, 2018
A few months ago, I wrote a check for $12,000 but couldn’t figure out exactly why. The payment was to secure a place for my mother at Sligo Creek Center, in Takoma Park, Md. It’s a nursing home and rehab center owned by Genesis Healthcare. My mother was...
Nov 30, 2017
Suzanne – N.M.: I enrolled in Medicare Part A in 2011. I receive $776 a month from Social Security, so I cannot afford Part B. I continue to work as an independent consultant. By the time I pay my expenses, my income is negative. So far, I have been healthy, do not go...
Nov 1, 2017
Want to know if an older adult is likely to use lots of medical care? Just ask if she needs help with living activities such as bathing, dressing, or getting out of bed. In a new study with important implications for both caregivers and policymakers, researchers at...
Aug 4, 2017
If you are in sales, management, or leadership, you are going to have to be comfortable dealing with conflict. Success requires that you find a way to work through conflict. There are going to be conflicts around the commitments you need your dream client to make so...
May 17, 2017
One of the things that made the sales process a negative one for the buyer, prospect, and customer was the salesperson’s self-orientation. That self-orientation often extended to the company who hired and trained the salespeople. That self-orientation can be described...
Apr 7, 2017
In order of preference and effectiveness, face-to-face is the very best way to sell, followed by video face-to-video-face, followed by the telephone. Email doesn’t appear on this list because it isn’t a method you should use to sell. If you want a real sales...
Mar 29, 2017
The decisions you make determine the outcomes you create in your life. Hustlers choose to educate themselves: they are “lean forward” people. Non-hustlers choose to spend their time being entertained; they are “lean back” people. Lean forward. Educate yourself. You...
Mar 29, 2017
Most of the things you can do to improve your performance produce positive financial results and cost nothing, or something close to nothing. Reading is essentially free. You can go to a public library and read any book you want. If they don’t have it, they’ll order...
Mar 29, 2017
“I am going to focus on prospecting” is not the same as “I am going to make 100 dials.” “I am going to work on nurturing my dream clients” is not the same as “I am going to communicate a message of value to 15 of my dream clients this week.” “I am going to be a better...
Jan 25, 2017
Are you approaching your work with excellence as your primary outcome? If you are what you repeatedly do, as Aristotle famously said, are you practicing the habit of excellence? Excellence provides meaning. It’s built on passion, and it generates even more passion...
