Stories connect us as human beings.

A/E/C leaders know the value of relationships and connections that build business.

Why do so few of you use the power of storytelling in business development presentations?

Most people are uncertain about what story to share and how to make it relevant to prospects. 

The key is in this 40-second clip (above) from a podcast interview with Evan Troxel, NCARB.

The full video episode is here.

Click here to access the audio file.

Pulling together resources from different A/E/C offices and people was the theme of a CEO Roundtable I led yesterday. 

Each of the six attendees came in cold.

They didn't know who else was participating. Several are competitors.

They warmed up quickly.

I facilitated the free communication session for one reason.

There are pressing communication and leadership issues impacting the entire industry.

Leaders opened their hearts and minds to their peers about:

• Mentoring staff AND getting work done
• Attracting and retaining younger talent for the firms' future
• Communicating effectively to build a positive culture
• Teaching tech staff engaging ways to share processes in interviews

Each person brought a single question or challenge to pose to the group.

And each one was eager to be a resource. 

Creative solutions, success tips, and outside support brought fulfillment, individually and collectively.

Today, I celebrate these fearless architects,...

You don't have to ask more questions to close more A/E/C projects.

You have to ask better questions.

How you gather information during a presentation will differentiate your firm in shortlist interviews.

Oh, and don't forget to listen to the responses.

Quality questions bring quality information.

They also result in higher-level conversations and trust.

And more clients.

Forget the kitchen sink. 

Prospects want essential and compelling data. 

And a story to make the (dry) data come alive.

You prepare with your Business Development team DAYS ahead of your shortlisted interview. Maybe even a week (gasp!) 

Scrambling to prepare hours before your meeting won't work well. 

There's too much on the line.  

And you never, ever "wing" any part of your A/E/C presentation. 

• You and your colleagues know who will speak and what they'll say. 

• You have a point person who can course-correct when prospects look bored or confused. #Readtheroom

• You value the preparation process so that you boldly show up and win trust and new projects. 

Strong communicators give themselves the space and grace necessary to succeed.

Are your teeth visible in your profile pictures online? 

This is not a trick question, it's quite important in how people perceive you. And how you communicate.

I share a tip on why...or why not...you should show your teeth in pictures. Especially in professional headshots and branded pix. 

Click the 3-minute video above for the details. 

Plus...I've included something fun for you about why body language is critical in our communication.

Are you smiling with your teeth showing in your pictures? Comment below!

I am LOVING my amazing client who brought in more money in Q4 of 2021 than all 3 previous quarters combined! 

Yep, John Woods beat a big competitor in the employee health benefits field.

The contract was worth $61,000.

 Here's the kicker: John had his best year—during the Pandemic! (Most of my other clients have as well )

 How did this banner year happen when John's marketing was inconsistent and paid ads didn't convert?  

 John says the results **finally** showed up…WHEN HE SHOWED UP, for himself. He made a commitment to private coaching with me. 

 And I immediately nailed John's real issue.

 It had ZILCH to do with marketing. 

 John had to clear out the blocks around his internal story and self-worth.

 John had never heard this from other coaches or consultants. 

He had to love his story --and himself--so decision-makers could appreciate his value and approach--and hire him. 

  Bottom line: If...

There’s 1 thing I despise about people in public relations and the online marketing space. 

You know, the cutesy 30-somethings who brag about pulling in 7 figures while bopping around in Barcelona. 

They can land you bigtime interviews with Oprah, Dr. Phil, and Grant Cardone.

{EXPERIENCED ENTREPRENEURS + COACHES: BECOME THE  LEADER IN YOUR NICHE SO THAT YOU HAVE MORE RESPECT, CLIENTS, + IMPACT! FREE LIVE MASTERCLASS JAN. 20. CLICK TO SAVE YOUR SEAT!}

But there’s a catch.

They deliver sound bites and temporary confidence for your 15 minutes of fame. 

Temporary doesn’t cut it for experienced, savvy entrepreneurs.

Look, I started my business as a media relations and PR company in 2000.

I spoon-fed clients pithy soundbites so they'd feel confident and credible during interviews. 

And here’s what I know 1,000% that you may not realize. 

Media attention rarely brings lasting success or self-assuredness.

It doesn't have...

On Monday night, a young man who calls himself an “unsigned artist” on Clubhouse was in a room (similar to a chat) with me and 250 others.

The topic was speaking with confidence. 

The man raised his hand, asking for feedback on a poem about the ruthless streets and people he’s known all his life.  

Clubhouse is an audio-only app, so everyone in the room could only hear this man’s voice.

A deep baritone enveloped with the thickness of the streets. 

His avatar was a logo; we had no idea what he looked like.  

We went merely by the sound of his voice, his mumbled words, his quick cadence.

It was nearly impossible to understand his words.

He raced awkwardly through his poem and asked for feedback.

He apologized for sounding “so ghetto."

One of the moderators on stage with me asked him respectfully to slow down, enunciate and recite the poem again.

He did.  

The feedback came in heaps of praise and love for this young man who...

Leaders are not supposed to know everything.

Plain and simple.

People everywhere—whether they are entrepreneurs, stay-at-home parents or retired—most often succeed when they are willing to ask for help.

They are smart about their strengths and weaknesses. 

{Untangle Your Words and Share Your Story. Learn the Story Magnets Method. Save Now for New Class- Starts Jan. 4th! Click Here for Details!} 

Like many entrepreneurs, I used to think that asking for help or admitting you don’t know something was a sign of weakness. But a few years into my entrepreneurial journey, I began thinking about delegation as a sign of humility; of being a human being. 

You just can't know everything.

No one does. And no one ever will.

Leaders appreciate and respect what they know—and don’t know.

They don’t see themselves as incompetent. They take a different approach by knowing they don't have to know everything.

Instead, successful folks look for people...