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CONTENTS

Thoughts on…CREATIVITY

If you Can’t Win the Game…

On competition and changing the way you look at business

Lessons From the Pump

Do people go out of their way to do business with you?

The Rock

As long as your goal doesn’t change and they use the tools you give them…

The Opportunity

Reframing the problems you face in business

The Harvey Principle

How to see the invisible in your business

If It IS Broke, Don’t Fix It…Yet

Stop trying to solve your clients’ challenges too quickly

Step Into My Office

Shattering the stereotype of doing business with you

The 2 Most Powerful Words…

How to get “buy in” once you are creative

To Err is Right…or, At Least Necessary

Taking the fear out of the creative process

86 The Onions

The “Rule of 33” when it comes to ‘brainsparking’

House on Wheels

Get outside your comfort zone to look for answers

THOUGHTS ON…MARKETING

A Modern Fairy Tale

See the world through your clients’ eyes and change your perspective

What this means to you is…

The real scoop on Benefits vs. Features in your business

Why Different can Be Good

Re-creating the category in which you currently compete

SHIFT Happens

A look at change as it relates to your Mission Statement

The Sunshine State

Understanding the 4 market sectors to whom we must appeal

Are your Bagels Hot?

How to appeal to all of the senses of your customer

Does Customer Service Have Anything to do with Marketing?

Word-of-Mouth is your best marketing tool

Consider the Experience

It’s gone beyond customer service

Pizza Joint is YOUR Competition

Knowing your market better than anyone else

THOUGHTS ON…SALES

How well Do You Know Your Customer?

Do you know your customers’ buying styles?

Salesperson Appreciation Day

How creativity + sales go hand-in-hand

Frequent Flier Pointers?

4 lessons we need to know about our clients

Motivation is Us!

5 truths that prevent you from motivating others

It’s Kind of Hard to Explain

People do business with people who seem to love what they do for a living

Listen To Your World…

Effective listening techniques to make you a better salesperson

That is The Question

Digging Deeper to Understand your Clients’ True Needs

Coloring …The Poem