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Test Your Perceptiveness Skills In 13 Easy Steps

How perceptive are you? How perceptive do we really need to be?

When fighting terrorists or Ebola, it’s certainly important to understand differences between good guys and bad guys and safe fevers and deadly fevers. Does understanding the differences make it easier to perceive the differences? I have studied my fair share of stuff about the Middle East and am still far from an expert, yet the similar costumery, weaponry and tactics can make it challenging enough for me to perceive the difference between the teams…let alone the team members. I have wondered if the differences are perhapsRead More

Dumpster Dive Your Life to Connect

Once upon a not-too-long-ago time, I was an impostor in a focus group. Wildly impressive people gathered in Los Angeles for what seemed like the purpose of giving others (okay, me) an inferiority complex. Really they were there, like me, for a focus group to test their media meddle.
One serious, ex-military general was preparing to present a multi-billion dollar project to the Pentagon the next month. A brilliant, German scientist was testing her TED talk about her discovery of a whole new way of looking at cancer. A best-selling author was prepping for a sit-down with Oprah, and another clever entrepreneur was practicing for a Today Show segment. And then there was Read More

What I Learned From The World of Weed

Recently I interviewed a famous glass artist. Technically he is a famous functional glass artist. To be clearer still, the functional part is that the incredible art that he creates functions as a pipe —for smoking.

Although I would never suggest that these pipes are for smoking anything but legal herbs, truth be told, as part of a project that I’m working onRead More

The Benefits of a Leaping Life

Thankfully, I have done a lot of stupid things in my life so leaping away from a 20-year and highly successful real estate career to get out on thin ice, test my hypotheses, and re-discover my inner “creator” is not the dumbest thing I have ever done. Some days I wonder. Most days I toast myself with a delicious adult beverage and thank my good fortune that I was brave enough and able to take that leap.

Let’s face it, no matter how much weRead More

5 Words That Will Make Your Sales Suck

I really don’t get excited about accounting & finance, but today was amazing because I thought someone had paid-it-forward on my bank statement. I was mentally halfway packed for a fabulous vacation when something annoying caught my attention. Digging up my prior months’ financial statements made it clear that my windfall was a mistake—a mistake that resulted from an earlier mistake made by the bank that I had spent hours correcting the month before…and the month before that.

I called my financial person. She knows me. I explained the situation and she said that she would “try again” (up-spoken) to fix it. Was it a question that she would even try? I told her not to bother since I would be happy to “keep the change” as long as it was legal and she and her company didn’t mind.

She chuckled and then she said the magic wordsRead More

Food For Thought: What Cannibals Teach Us About Sales

Plenty of friends in our animal kingdom eat their family members. Some cannibalism is ritualistic, strategic and customary like the black widow, praying mantis, and scorpion. Other cannibalism is opportunist, unexpected and occasional like some fish, birds, hamsters, bats, seals, otters, chimpanzees, and lions and tigers and bears. Oh my.

Sand tiger sharks are unique in their cannibalistic ritual in that they are the only species that starts the ritual in their mother-shark’s uterus. Sand tiger shark embryos develop sharp teeth and a mighty hunger…for their lesser embryotic siblings. The competition for survival starts before birth and it is fierce. By the time the mother sand tiger shark gives birth from both of her two uteruses, only the two strongest shark-pups emerge.

We all unwillingly practice small amounts of self-cannibalism every time our body consumes dead cells from our tongue and cheeks. Nail biting self-cannibals must find themselves’ even more irresistibly delicious.

Corporate or market cannibalism occurs when a new product or service consumes the sales and demand of an existing product or service. When you engage in cannibalism as a planned and ritualistic practice, it can be Read More

Grease the Skids…Or Get Left Under the Tire

Hearing something for a second time is not as exciting as hearing it for the first time. It’s also not as scary. It’s like porn–you get immune (or so I hear). That’s why in your business and in life it it so important to tell people what might happen, tell them how they might feel when it happens, and tell them what you’ll do to make them calm the hell down when they call you freaking out.

President Obama should have heeded this advice. Oh look at me, giving advice to Barry.Read More

From the Secret World of Auctions…To You

I spent my youth, dressed as a boy and being dragged to hundreds of industrial auction sites because my parents wanted me to learn the lost art of selling from the master persuader auctioneers. They hoped this dragged-in-drag experience would help me blend with the old-school auctioneer men, greasy machines and colorful language. They hoped it would provide me with rare, insiders’ access into a world that few others ever experience. It did.Read More

Costly Pricing Mistake that Real Estate Pros Make

Many top real estate agents will tell you that the best thing to do when your home is not selling is to…wait for it…reduce the price.

Do you have a trusted real estate pro that you have successfully worked with in the past to buy or sell your home? With all of the real estate market flips and flops, you are probably right to work with your trusted real estate pro again and again and you’re probably super smart to listen to what they tell you.

And they might be super smart to listen to what you tell them.Read More

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