The phone call was from a 215-Philly area code.

Assuming it was my cousin, Marc, I picked up the phone. 📳

To my surprise, the caller was a woman who knew my first name. 

She asked to speak with the director of technology for my firm.🙃

As an entrepreneur for 24 years, my firm has an agile team of freelancers and part-timers. 

Interestingly, the technology department is my husband. 

He's an IT project manager working in the next room in our home. 🏠

The key takeaway from this encounter is the importance of thorough research before shortlisted interviews and networking events.

🎯Look online for insights about people you'll be interacting with so you know their values, projects, and interests. 🎯

You'll gain valuable information and have more meaningful and memorable conversations. 

This level of preparation not only establishes trust and respect. It also fosters genuine connections with decision-makers. 

🎆Know your audience ahead of time. 

This is how competitive A/E/C firms win ...

Communication Tip: 

Bypass templates. 

👉You are the message.👈 

Work on your communication skills. 

Encourage and mentor your team so they are effective at networking events. 

And shortlisted interviews. 

🎯Give staff the tools they need (and want) to feel comfortable, clear, and confident with decisionmakers. 🎯

Humans build trust and relationships. 😂

Not templates. 

Not jargon. 

Real people grow business.🎖️

The most important four-letter word in business and life is CARE.

For me, CARE is an acronym.

• Your Communication is based on what you pay Attention to.
• Your Attention (focus) determines your Results.
• Your Results can be Excellent.

How do your prospects, clients, and fellow human beings know you care about them?

Are you focusing on the correct problems your prospects are experiencing? Do you know how to improve your presentations and conversations? 

Notice your communication patterns and habits. It's all about self-awareness.

If you want better results, it's time to CARE in a new way.

We create content.

We build funnels.

We set up systems.

We write marketing and business plans.

But do you know how to create curiosity and become known?

Curiosity is a soft skill that most people miss.

Exceptional communicators and sales pros don’t focus on stuffy scripts.

No one needs more jargon.

We crave intrigue and desire.

Gary Vaynerchuk agrees.  

When you post something that grabs (and keeps) someone's attention, you've intrigued them.

They want to know more.

You get them:

🔥Thinking (not confused)

🔥Feeling

🔥Reacting

🔥Involved

Curiosity moves conversations forward.

You planted the seed.

They look at your website or Insta profile.

Maybe they subscribe to your newsletter.

You get points if they share your post.

You create a buzz around you and your brand.

This happens when you make people curious.

It rarely happens when you ask "open-ended questions” and grovel hoping you'll close a prospect.

For f**k's sake.

I approach every conversation—sales or otherw...

The best place to be in business is in someone else's head.

Don’t tell prospects everything you do. Introductions are often like that.

A verbal vomit.

Share the right things.

Tell them the right things in an order that makes sense to where they aspire to be.

Our brains need info that flows logically and seamlessly. 🙌

Your prospect wants to quickly understand in an easy and clear way what your expertise means to them.

How is your business going to help THEM?

Your introduction and message aren't about you. (Helloooo!)

Oh, people may look interested. 👀

Don't be fooled. Your process and credentials only matter when someone asks about them.

That's because people care about themselves. They want to know how you can make their life easier.

Until then, they don't give a rat’s ass about how you work your magic.

The tricky communication part is that no one tells you this! 🤦♀️

People want to be polite (most of the time).

But I know that in business, the best place you can be is in ...

The highest-paid people in the room are exceptional storytellers.

 That’s because stories connect us emotionally as human beings. 

 And people who know how to capture the essence of a good story become marketing machines.

🙏No weirdo sales pitches or presentations.

🙏No chasing.

🙏No worrying about the economy.

🙏Or having that hard talk with your partner or kids that the holidays will be lame cause money is tight. 

When you skillfully use stories in business, there are no weirdo sales pitches. Instead, you have easy, friendly, and heartfelt conversations that convert. 

You’re gold. 🥇

You have sustainable business growth with new clients who are exciting to work with. 

Look, storytelling isn’t a fad that’s going out of style anytime soon.

There IS a place for it in business.

I remember being told for years that emotions don’t belong in the workplace.

That ship has sailed.🚢

And that’s where stories come in. 

So how would you use a story when networking online or in person? 

No one-off sales or discovery calls. No weird scripts or pitches. No “pick your brain” peeps who won't hire you anyway.    

I’ve had these calls before too. You know, first, you meditate, rock out to a favorite song to get energized (Bruce Springsteen’s Thunder Road for me), recite mantras…blah blah blah. 

What if instead of talking with one prospect at a time, you could speak to 20 prospects…or 200?

And they're all warm leads coming to YOU at one time. #Stopthechase 

Sweet, right? 

🎯This is the business and marketing strategy of successful (paid) speakers. 

• It’s what I learned in 2000 when I started my PR company and joined the National Speakers Association. 
• It’s what I’ve been teaching to entrepreneurs, coaches, and business leaders for years.
• It's the business of speaking.
• It's a sales funnel before I knew what a sales funnel was. 

Here’s how it works. 

When you’re a speaker (paid or volunteer)…you have a captive audience so there’s no chasing unqualified leads. 

In...

There’s long been hype about thinking big and dreaming big.

You know the adage, shoot for the moon. If you miss, you’ll hit the stars.

That’s lovely and inspiring.

But, it doesn't work for entrepreneurs who want more visibility and clients.

Here’s why.

People don't care much about the “big” events in our lives.

The graduations, certifications, weddings, or other "moon and stars" milestones.

Formal events tend to feel staged and predictable.

They're boring.

Same for our introductions, stories, and "About Me" pages.

If they are filled with milestones, people lose interest.

Look, prospects will get to your qualifications.

First, though, you've gotta show up real and relatable.

Like a human being who is easy to connect with.

That's why successful speakers and entrepreneurs pay close attention to ordinary (smaller) moments.

The gold in your story is the seemingly mundane smaller things in life that have deeply affected you.

Ordinary moments often morph into "extra-ordinary" ...

Humans are born with only 2 fears: the fear of falling and the fear of loud noises.

Science proves it.

Everything else you’re afraid of was learned, most likely in your childhood (0-7 years old)

And we carry these fears—and the stories behind them—with us…for years.

• You talk about being afraid of heights.

• You talk about being afraid of dogs, spiders, or snakes.

• You talk about your fear of public speaking. Then, you give momentum to your (learned) story by talking about the presentation you messed up…in 2012.

Our words create our worlds. 🌎

And they usually keep us from growing ourselves and our businesses.

So, what are you afraid of, aside from maybe falling and loud noises?

My client, Don, was reflecting with me about how transformative this fear lesson has been for him.

Don’s a super smart techie.

He was studying computer languages long before the rest of us found the Internet.

His programs have been used by the Pentagon and White House; so cool! ⚡

But until a few ...

I can’t count the times I’ve stared at a crisp new landing page that’s about to go live, wondering: will this convert?

Will my message land? Will the words resonate so people opt-in, reply, or join…whatever…?

{BECOME A CLEAR + CONFIDENT COMMUNICATOR SO YOU ATTRACT DREAM CLIENTS. APPLY FOR A FREE 30-MINUTE STORY POWER SESSION HERE}

Your words—and mine—only dance off the page and into the hearts of prospects when we use THEIR exact lingo.

When we talk about

• THEIR pain
• THEIR aspirations
• THEIR desires

This was glaringly obvious in one of the women entrepreneurs Facebook groups I’m in.

A member—let’s call her Lauren—wanted feedback on a landing page for her new offer. She specifically asked for comments on her 2-minute welcome video.

When I looked and read the few lines of text above the video, I had no clue what Lauren was offering.

Would the video bring clarity?

The page layout was visually appealing, but the words were confusing.

I wanted to give Lauren the benefit of th...