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Conversations About ConversationsValue Selling—Reduce The No-Decision Outcome with Michael Farber This episode is for salespeople. If you want to learn how to close more business, more predictably and more effectively, this conversation is for you. 60%-80% of all opportunities result in a no-decision outcome. Our guest, Michael Farber, has a proven solution to increase your close rate. Farber is the founder of The ROI Shop, a company that helps salespeople articulate their value in dollars and cents. He spent more than 16 Years in Enterprise Software and Technology Sales before founding The ROI Shop. His approach is pragmatic and impactful and his vi...2023-07-0240 minConversations About ConversationsThe Seven Universal Principles of Influence with Brian AhearnDo you desire to be more influential? Do you want people to be more inclined to help you? Do you want to become more powerful and persuasive? If you answered yes to any of these three questions, this conversation is for you. Our guest on this episode is Brian Ahearn. Brian is the Chief Influence Officer at Influence PEOPLE. He’s an author, TEDx speaker, international trainer, coach, and consultant. His LinkedIn courses on persuasive selling and coaching have been viewed by more than a half a million people around the world. He helps people apply influence in...2022-12-0553 min
Conversations About ConversationsFATHER-SON-CASTOn this episode, my guest is my son, Sam Farber. Sam is a freshman engineering student at Montana State University. He was a 4.0 student in high school who during his athletic career has been captain of his varsity football and rugby teams He’s started two businesses: (one as a small child) a lemonade and small crafts and snacks stand called Hawthorne 503 and a second business (as a teenager) a fine woodworking business called 503 Building. He’s an incredible woodworker but his physical talents are matched by his keen intellect. I am beyond proud of him. LIST...2022-08-2730 minConversations About Conversations50th Birthday Party PodcastOn the momentous occasion of my 50th birthday, I booked myself, Ivan Farber, as the guest on my own podcast. Special guest host (and my brother) Paul Farber, turned the tables and asked me the questions: What did you learn from our parents? How have the different places you lived influenced you? How do you think about birthdays and time differently than other people? What are your goals? WATCH the episode on YouTube: https://youtu.be/7UuIbYIY1MU VISIT https://conversations.biz/podcast for more information about the show Conversations About Conversations – Episode 256...2022-04-2614 minConversations About ConversationsTry a New Approach When You're Stale and StuckI love it when listeners of my podcast reach out to me. They seek out my opinion because they want to learn from Ivan Farber: “the author, podcaster and legend”. In reality—and with sincere humility—I acknowledge my insecurity and that I would like to get more validation for my ideas. When listeners reach out to me, it’s validating. It tells me that the conversation I’m leading about conversations has their attention and is helping them. On this solo episode, I talked about a conversation I had someone I called "Stale Stan". LISTEN...2021-12-1309 minConversations About ConversationsThe Knock Inside You with Vladlena DuFresneOur guest on this episode of Conversations About Conversations is the CEO of a new tech start-up called ROGO. Her name is Vladlena DuFresne. DuFresne joined host Ivan Farber to discuss what her company does, where the name ROGO came from, how to have conversations with investors and the importance of self-talk. Rogo is a free app on iOS & Android that enables you to rent items from others near you at a low cost. Additionally, it is a platform that enables you to be a lender of your items to generate a side income. For...2021-10-1223 minConversations About ConversationsThe Importance of Radical Candor with John KennedyOn this episode of Conversations About Conversations, John F. Kennedy joined host Ivan Farber to discuss the importance of conversations and radical candor. Kennedy is a huge fan of the podcast, so we were delighted to have him join us in the conversation. Kennedy is a co-founder and partner of CandorPath Financial. For more information visit https://www.candorpath.com/. LISTEN to the podcast on Spotify, Apple, Amazon, Google or iHeartRadio WATCH the episode on YouTube https://youtu.be/Hjaz19IV_to VISIT https://conversations.biz/podcast for links to the s...2021-10-0533 minConversations About ConversationsThe Trusted Way with Patrick Galvin and Alex BrownOn this episode of Conversations About Conversations, Patrick Galvin joined Alex Brown and Ivan Farber to discuss his new book called The Trusted Way—A Story About Building a Life and Business of Character. Patrick is the "chief galvanizer" of The Galvanizing Group, a brand strategy consulting and marketing company in Portland, Oregon He is a professional speaker with a passion for teaching people how to cultivate connections in the real world and online using simple yet effective techniques. He’s spoken at Tedx and participates actively in Rotary. His first book was called The Conn...2021-09-2819 minConversations About Conversations23 Classes That Should Be Offered in College with Alex BrownOn this episode of Conversations About Conversations, Alex Brown and Ivan Farber speculate on the Curriculum for Conversations University. It’s not that there aren’t places where you couldn't learn what these classes would teach. You can learn them from books, seminars, workshops or other people. But they’re not offered in college and we believe they should be because they’d be invaluable for young adults. A few examples are: how to run meetings, how to have tough conversations, how to deal with people who are emotional. Algebra and biology are interesting to know, but not applicable to most...2021-09-2122 minConversations About ConversationsBeing a Prolific Writer with Lorraine Haataia, PhDOn this episode of Conversations About Conversations, Dr. Lorraine Haataia spoke with Ivan Farber to discuss ideas for promoting his book: Conversations: How to Manage Your Business Relationships One Conversation at a Time. 📝 Dr. Haataia is committed to supporting others. She is the Founder of ProlificWriters.Life—an organization that reflects her vision of a place where writers can tap into a global writing community at any time of the day or night. 🎓 She has earned six college degrees, including a PhD, by the age of 35. She has attended and/or taught at over a dozen different universit...2021-08-3016 minConversations About ConversationsA Vision for Making People Happy with Vision Care with Dr. Darryl Glover and Alex BrownA Vision for Making People Happy with Vision Care On this episode of Conversations About Conversations, Dr. Darryl Glover joined Alex Brown and Ivan Farber to discuss his approach to conversations, vision care and life. 😎 Dr. Glover’s “why” is creating the state of happiness from the art of vision. 👓 In addition to taking care of his own optometry patients, he helps healthcare professionals and organizations elevate their brand awareness with innovative digital strategies. 🕶 His business portfolio includes: Defocus Media, Eyefrica Media, BlackEyeCare Perspective and Ramglo Optomery Consulting. His enthusiasm was infectious and h...2021-08-1725 minConversations About ConversationsAnnoying QuestionsOn episode 222 of 🎤Conversations About Conversations🎙 Ivan Farber discusses the importance of using questions skillfully such that you do not annoy your clients. Because when you don’t have the knowledge of how to ask questions skillfully, it’s easier and more comfortable to just talk and hope the conversation goes in the right direction. But, if you’re going to manage a conversation in an expert fashion, you have to become committed to and skillful at asking questions. The bottom line is you have to use questions skillfully if you’re going to be an extraordina...2021-08-1203 minConversations About ConversationsPrepare and Plan with Alex BrownOn this episode of Conversations About Conversations Ivan Farber and Alex Brown discuss chapter six of Conversations: How to Manage Your Business Relationships One Conversation at a Time. The chapter is called Prepare and Plan. Think about how many substantial client conversations you may have on any given day. The number is likely in the single digits. Each one of them is an important opportunity to make a difference. You have to prepare and plan in order to make every conversation count. 👀 WATCH the episode on YouTube 📗 BUY Conversations the Book CONTACT...2021-07-1229 minConversations About ConversationsTen Skills that Make You Successful in Marriage and in Business with Wendy FarberOn this episode of 🎤Conversations About Conversations🎙 and in honor of our 20th wedding anniversary, I asked my wife, Wendy Farber, to be my extra special guest on the podcast. We discussed ten skills that will make you successful in marriage and in business. 📗 BUY Conversations on Amazon http://bit.ly/ConversationsOnAmazon Conversations About Conversations – Episode 215 #conversationsaboutconversations2021-06-2615 minConversations About ConversationsA Podcast About Podcasting with Chris AngellOn this episode of Conversations About Conversations Ivan Farber and Chris Angell do a podcast about podcasting. To be a podcaster is to be on a journey of self-expression. You keep showing up and being courageous and vulnerable. Chris and Ivan get into a deeply philosophical discussion about moving through the cycle of uncertainty and certainty. Conversations About Conversations – Episode 214 #conversationsaboutconversations2021-06-2013 minConversations About ConversationsExercise Self-Control with Alex BrownOn this episode of Conversations About Conversations Ivan Farber and Alex Brown discuss chapter five of Conversations, called Exercise Self-Control. It’s an important chapter. Brown asserts it should be chapter one because without self-control, it’s not possible to fully build rapport, use questions skillfully, listen and focus on needs. It’s not chapter one, but it is a book-end to the first half of the book—the half that focuses on the art side of managing your relationships one conversation at a time. 👀 WATCH the full episode on YouTube https://youtu.be/3tF4Z9wEV5Y...2021-06-0818 minConversations About ConversationsBuilding a Private Community with Jason SteinOn this episode of 🎤Conversations About Conversations🎙 Ivan Farber and Jason Stein discuss building a private community. Jason says, “The world needs more community. We’ve isolated too much.” We discuss how and why he built the community called the Wellness Renegades. You can learn more about Jason and the “best 30-minute business session that chocolate can buy” at jasonstein.com/chocolate 👀 WATCH the full episode on YouTube https://youtu.be/dhbsXf7Bn3E 📗 BUY Conversations. Go to conversations.biz/book #conversationsaboutconversations Conversations About Conversations – Episode 2122021-05-3110 minConversations About ConversationsConversations Create the Future with Najee SimmonsOn this episode of Conversations About Conversations Ivan Farber and Najee Simmons discuss creating the future using the CLEAR conversation model from the book Conversations: How to Manage Your Business Relationships One Conversation at a Time. Simmons is host of The No Job Podcast. He is building a community of people who like to work but who don’t like jobs. He says, “Everybody has to learn a living but nobody has to have a job. A job is where you go to trade time for money. Work is using your time and energy in alignment with your...2021-05-0316 minConversations About Conversations18 Ways to Satisfy Needs by Who You’re Being with Alex BrownOn this episode of Conversations About Conversations Ivan Farber and Alex Brown discuss the concept of satisfying needs by who you’re being. It’s based on a major concept from chapter four (called Focus on Needs) of Conversations: How to Manage Your Business Relationships One Conversation at a Time. Consider that as a relationship manager—no matter what product or service your company sells—you add value to the degree that you focus on and satisfy the many needs your clients have. 👀 WATCH the full episode on YouTube https://youtu.be/K9IWLXc6Ds0 BUY C...2021-04-2015 minConversations About ConversationsUnlock Your Mornings—Unlock Your Potential with John RepplingerOn this “repp-isode” of Conversations About Conversations Ivan Farber and John Repplinger discussed how John uses his morning routine to have a great day, be fully self-expressed, pursue success and make a difference for others. WATCH Conversations About Conversations on YouTube http://bit.ly/YouTubeConversationsChannel BUY Conversations on Amazon http://bit.ly/ConversationsOnAmazon CONTACT ivan@conversations.biz Conversations About Conversations – Episode 208 #conversationsaboutconversations2021-04-0524 minConversations About ConversationsTen Tactics for Becoming a Better Listener with Alex BrownOn this episode of Conversations About Conversations Ivan Farber and Alex Brown discussed ten tactics for becoming a better listener. Many of the ideas and tactics come from chapter 3 of Conversations: How to Manage Your Business Relationships One Conversation at a Time. Chapter three is called Listen. BUY Conversations on Amazon http://bit.ly/ConversationsOnAmazon WATCH Conversations About Conversations on YouTube http://bit.ly/YouTubeConversationsChannel CONTACT ivan@conversations.biz Conversations About Conversations – Episode 2062021-03-2415 minConversations About ConversationsAdvice About AdviceFor our Thanksgiving episode of 🎤Conversations About Conversations 🎙 we asked our moms (Ruth Farber and Urszula Kubrak) to give us advice. Here’s a summary of the advice we received: Advice is better when it’s asked for. You have to get to know people before you give them advice. One size doesn’t fit all. Give different advice to different people. The most important thing is having relationships and not just to have them, but to cultivate them and keep them going. Listening requires practice. So does empathy. Smart people learn from their own mistakes. Wise people...2020-11-2619 minConversations About ConversationsClosing Business in a COVID WorldOn this episode of Conversations About Conversations, I am joined by Alex Brown, Jakub Kubrak and Jules Swisher to discuss what the sales environment is like during a global pandemic. At first it was 100% Zoom. Saying “I’d love a meeting” was like saying a curse word! Is there still a place for in-person meetings? How hard can you push your prospects? What can you do to adapt to the circumstances? What must you do differently? What’s the hardest part of closing business now? We discuss answers to these questions and more. WATCH on...2020-09-0851 minConversations About ConversationsWhen Life Gives You Cats, It's Not A Catastrophe—Get Outside Your Comfort ZoneIf you stay inside your “comfort zone” and you stick with what you've always done, you'll have what you've always had and you'll get what you've always gotten. Life will be familiar and comfortable, but constraining. The power and freedom to change the conversation and develop your greater self starts with your willingness to change. Change is challenging but is worth it. Have you ever noticed the word challenge has the word change inside of it? This episode has 5 personal challenges to help you begin to master your business relationships one conversation at a time 2020-09-0405 minConversations About ConversationsThe Sky’s the Limit—Your Conversations Determine Your LimitsOn this episode of Conversations About Conversations, Jakub, Jules and I were joined by our special guest Skye Peck. We discussed why being effective in conversations is the most important skill we can develop. We got deep at times—much more profoundly than I thought we would. (I was thinking we’d be pragmatic, but we became philosophical.) We also talked about the limits placed on our careers and lives. We developed an unexpected consensus. The conversations you have with yourself determine your limits. WATCH the show on YouTube: https://youtu.be/FhEQEt1hVfQ CO...2020-09-0135 minConversations About ConversationsWe’re Up to Something ExtraordinaryThis is not your ordinary conversation. I decided to open up and share with Jules (and you, should you choose the listen/watch the episode) about what I’ve been pretending—the pretense inside of which I’ve been living my life and doing this podcast. Once I could distinguish it and share it, it lost all of its power and created an opening for me to invent a new possibility for the show and my life. If you want to grow in your conversations, if you want to have conversations that make a difference and ge...2020-08-2623 minConversations About ConversationsIntroducing The Brand-New Simulator 3000What if there was a tool available to you that was guaranteed to improve the result of each and every one of your conversations? Would that sound like an opportunity to you? Do you see as big of a benefit as I do for having conversations that consistently gain agreement for action and get people motivated to do what you want? Simulate and role play a conversation in advance with ‘Simulator 3000’ and YOU can expect a better result every time. CONTACT ivan@conversations.biz Conversations About Conversations – Episode 167 #con...2020-08-2419 minConversations About ConversationsFind Something You Can Believe inI’m always interested in having conversations with people about their business conversations. On this episode of Conversations About Conversations, I talked with Ben Pariser about how he approaches prospective clients. Ben and his company, Restorical Research, provide a valuable service. Their tagline is “Uncovering history to cover your costs.” They help people deal with environmental pollution by finding historical insurance policies to pay for it. Ben was influenced in his teen years by a book called, “All You Can Do is All You Can Do, But All You Can Do is Enough!” by A.L. William...2020-08-2127 minConversations About ConversationsRules of EngagementWhat if you had Rules of Engagement for your business conversations? In my mid-30s, I had a mentor who was a retired military officer. One of the things he did for me, although I didn’t know it at the time, was he helped me to create Rules of Engagement for my conversations. Rules of engagement have kept me out of trouble. They can keep you out of trouble too. CONTACT ivan@conversations.biz Conversations About Conversations – Episode 165 #conversationsaboutconversations2020-08-2007 minConversations About ConversationsInch by Inch, Life is a CinchThe key to gaining agreement for action and the getting results you want from a conversation is to have a series of small (dare I say mini) wins leading up to the big win. You need to obtain several interim agreements, if you want to get the ultimate agreement. On this episode of Conversations About Conversations, I explain the methodology of using a series of open-ended and closed-ended questions in order to navigate the beginning of a complex sales conversation. CONTACT ivan@conversations.biz Conversations About Conversations – Episode 164 #conversationsaboutconversations2020-08-1410 minConversations About ConversationsCommitted to Excel - Chris iexcel RodriguezOn this episode of Conversations About Conversations, Jakub Kubrak and Ivan Farber talked with Chris iexcel Rodriquez. Chris is a 15-year marketing veteran with a passion for driving growth and tangible results for brands and entrepreneurs. He has worked with over 30 startups across all tiers of funding (Seed to Series E), generating brand awareness, website traffic, signups, downloads, and most importantly customers and revenue. CONTACT ivan@conversations.biz Conversations About Conversations – Episode 163 #conversationsaboutconversations2020-08-1347 minConversations About ConversationsAgreement 101 - Your Results in Life Are a Function of Your Ability to Gain Agreement for ActionWhen it comes to your relationships with other people, what could be more important than your conversations? Could it be said that you even have a relationship with another person if you are not in some kind of conversation with them? Can you create results without having conversations? I say no. It’s inside of conversations that results are created. Results require action. And action doesn’t happen without agreement. http://bit.ly/ConversationsOnAmazon CONTACT ivan@conversations.biz Conversations About Conversations – Episode 162 #conversationsaboutconversations2020-08-0703 minConversations About ConversationsA Conversation with Olympian Chris MazdzerOn this episode of Conversations About Conversations, Jakub Kubrak and talked with Chris Mazdzer. Chris is the first American athlete to win a medal in the Men’s Single Luge event (or as he calls it, “Ultimate Sledding”). We learned a lot about luging and the conversation for what it takes to become an Olympic champion. I’m sure this will not be a shocker, but it takes time and practice—lots of practice! Also: dedication, commitment, drive and sacrifice. WATCH this episode on YouTube: https://youtu.be/h21NR6IdmGY CONTACT ivan@conversati...2020-08-0345 minConversations About ConversationsClearly Driven Achiever – Katie Chung HuaOn this episode of Conversations About Conversations, Jakub Kubrak and I had the opportunity to talk with Katie Chung Hua. Katie is a fitness expert, ex hockey player and self-described “professional badass”. She’s a social media influencer with 2 million followers. She is the creator and host of Built Podcast. For more information on Katie, visit www.katiechunghua.com. WATCH this episode on YouTube: https://youtu.be/jXlFr1otZkg CONTACT ivan@conversations.biz Conversations About Conversations – Episode 160 #conversationsaboutconversations2020-07-3029 minConversations About ConversationsManipulation Has a Bad ReputationNot all manipulation is bad. One definition of the word manipulate is to control or influence in a skillful manner. The point of having conversations is to control or influence them such that you can get agreement for action, create the life you want, and help others do the same. CONTACT ivan@conversations.biz Conversations About Conversations – Episode 159 #conversationsaboutconversations2020-07-2505 minConversations About ConversationsThe First Book vs. The Second BookThis episode is about the book I just started writing—my second book. It’s a compare, contrast and create episode. I compare how I did book #1 with my intentions and vision for book #2. I share the proposed chapters and how I’ve busted out a few rhymes with them. I also talk about how to get a free copy of (Book #1) Conversations: How to Manage Your Business Relationships One Conversation at a Time http://bit.ly/ConversationsOnAmazon CONTACT ivan@conversations.biz Conversations About Conversations – Episode 158 #conversationsaboutconversations2020-07-2306 minConversations About ConversationsActive Listening 101—Four Easy and Simple Techniques for Active ListeningThis episode of Conversations About Conversations has everything you need to know to be able to use the important core four strategies of active listening. My co-host Jakub Kubrak, special guest Jules Swisher and I mix it up and even get into some active listening about cats and dogs. WATCH this episode on YouTube: https://youtu.be/hAgCGUyAxpg READ Conversations: How to Manage Your Business Relationships One Conversation at a Time http://bit.ly/ConversationsOnAmazon CONTACT ivan@conversations.biz Conversations About Conversations – Episode 157 #conversationsaboutconversations2020-07-2138 minConversations About ConversationsPeeling the Pomegranate Part ThreeOn this episode of Conversations About Conversations, I’m joined by co-host Jakub Kubrak and special guest Jules Swisher to discuss probing effectively. This is the third episode in the Peeling the Pomegranate Trilogy. Stay tuned for other episodes a long time ago in a galaxy far far away. Our discussion includes a summary of when to use open-ended and closed-ended questions and introduces 14 specialized probes from Chapter 8 of Conversations: How to Manage Your Business Relationships One Conversation at a Time. The 14 probes are: 1. Leads, 2. Assessors, 3. Motivators, 4. Clarifiers, 5. Continuers, 6. W Questions, 7. Greasers, 8. Hypotheticals, 9. Sub-decisions, 10. Confirms,11. En...2020-07-1543 minConversations About ConversationsMaster The Business Side of Your BusinessThis is the audio version of an e-book I co-authored in 2004. We wrote it for business people and entrepreneurs who wanted more profit, more control and more free time. The main concept is the “PRIME” approach. PRIME stands for Plan, Review, Implement, Manage and Evaluate. Two additional concepts we introduced were the Time Map and the Financial Scoreboard. If you’d like to read a copy of the e-book, I’d be happy to email it to you. CONTACT ivan@ivaninc.com2020-07-1237 minConversations About ConversationsPeeling the Pomegranate Part TwoThis episode of Conversations About Conversations is about probing effectively. It’s the second episode in a multi-part series. We review when to use open-ended questions and when to use closed-ended questions and introduce a number of probes for specific uses. For example: leads, assessors, motivators and clarifiers. WATCH this episode on YouTube: https://youtu.be/EZeaD_pM66g READ Conversations: How to Manage Your Business Relationships One Conversation at a Time http://bit.ly/ConversationsOnAmazon CONTACT ivan@conversations.biz Conversations About Conversations – Episode 155 #conversationsaboutconversations2020-07-0936 minConversations About ConversationsHow to Prevent Someone from Making a MistakeIn this episode of Conversations About Conversations, I share the process I use in a conversation to help prevent someone from making a mistake. It’s one of the most important ways you can add value in your client relationships. Now, you could wing it in these situations, or you could follow a proven process. As my (tor)mentor frequently reminded me, “Don’t wing it.” READ Conversations: How to Manage Your Business Relationships One Conversation at a Time http://bit.ly/ConversationsOnAmazon CONTACT ivan@conversations.biz Conversations About Conversat...2020-07-0412 minConversations About ConversationsPeeling the Pomegranate Part OneThis episode of Conversations About Conversations is about probing effectively. It’s the first of a multi-part series and starts where it should start: determining when to use open-ended questions and when to use closed-ended questions. ….. READ Conversations: How to Manage Your Business Relationships One Conversation at a Time http://bit.ly/ConversationsOnAmazon CONTACT ivan@conversations.biz Conversations About Conversations – Episode 153 #conversationsaboutconversations2020-07-0326 minConversations About ConversationsInterpersonal Potholes to Avoid, Part Deux.5As a follow up to Episodes 148 and 150, Jakub and I finish our discussion of 23 interpersonal potholes to avoid. For those of you playing along in the home game, #18 - #23 are: Cursing Being condescending Using jargon and acronyms Listening poorly Jumping to conclusions Being negative As you know, it’s the little things that separate the average performer from the champion. Avoiding common potholes can make all the difference. If you knew where the potholes were before you drove on the road, wouldn’t you want to avoid them? ….. Conversations About...2020-06-3015 minConversations About ConversationsA Four-Step Process for Approaching Emotional ConversationsIn this episode of Conversations About Conversations, I share my four-step process for generating successful outcomes when you’re talking with someone who is emotional. Listen to the episode to learn how I do it. I give a detailed example of how I talked my client “off the ledge” when his candidate lost the presidential election. (To be clear, he was not literally on a ledge. He was using the term figuratively.) ….. Read Conversations: How to Manage Your Business Relationships One Conversation at a Time http://bit.ly/ConversationsOnAmazon ….. Conv...2020-06-2014 minConversations About ConversationsInterpersonal Potholes to Avoid, Part DeuxAs a sequel to 10 Interpersonal Potholes to Avoid Driving Into (Episode #148), Jakub and I discuss 7 additional potholes that we unwittingly drive into that continually derail our effectiveness in our important conversations. For those of you playing along in the home game, #11 - #17 are: Speaking without thinking Speculating Gossiping Complaining Undermining yourself with statements like, “To be honest with you.” Overusing superlatives Being afraid of silence which leads to filler words As you know, it’s the little things that separate the average performer from the champion. Avoiding common potholes can make all the difference. If y...2020-06-1811 minConversations About ConversationsHow to Get Out of the WeedsDo you ever get derailed in a conversation because your prospect or client keeps interrupting you with questions? If you do, this episode of Conversations About Conversations is for you. I share 5 ideas that are guaranteed to get you out of the weeds and back in control of your conversations. ….. Conversations About Conversations – Episode 149 CONTACT ivan@conversations.biz #conversationsaboutconversations2020-06-1206 minConversations About Conversations10 Interpersonal Potholes to Avoid Driving IntoIf you knew where the potholes were before you drove on the road, would you want to avoid them? In this episode of Conversations About Conversations, Jakub and I discuss 10 common potholes we drive into that derail our effectiveness in conversations. As you know, it’s the little things that separate the average performer from the champion. Avoiding common potholes can make all the difference. The 10 common potholes are: Interrupting Data dumping Being long winded Making it all about you Rushing Mismatching Lack of context setting Premature end Hedging Not hedging ….. 2020-06-1034 minConversations About ConversationsKey Closing Words—The Language of Agreement for ActionIn this episode of conversations about conversations, I discuss the vocabulary and strategy to get prospects and clients to say yes and agree to take action. How do you ask people to take an action? Conventionally, people ask for action with simple closed-ended questions that sometimes seem to come out of nowhere, are awkward and put someone on alert and activate their defenses. It doesn’t have to be this way. ….. READ Conversations: How to Manage Your Business Relationships One Conversation at a Time: http://bit.ly/ConversationsOnAmazon …...2020-06-0607 minConversations About ConversationsClosing TimeDo you have a process for closing your deals or are you winging it and leaving it to chance? In this episode of Conversations About Conversations, Jakub and I talk about the proven and repeatable process from my book to get agreement for action and close more deals. It’s not tricky or manipulative. It’s process-oriented, needs-based, collaborative and consultative. There are three parts to the process: Identify the client’s objections with questions such as, “What, if anything, is stopping you from moving forward?” or “What are some of the reasons you m...2020-06-0318 minConversations About ConversationsHow to Overcome “I Need More Time…”In this episode of Conversations About Conversations, in order to demonstrate the CLEAR conversations model, Jakub and I demonstrate/role play overcoming the objection: “I need more time.” If you face that objection frequently, this is a must listen. You’ll hear here me slowly and methodically overcome indifference and resistance. Unfortunately, there are no magic short cuts. This 19-minute episode is about 85% is role play. It might feel a little a slow-paced, but pretty close to the reality of the time you need to successfully overcome a buyer’s resistance. If you want to c...2020-05-3119 minConversations About ConversationsRole Play is a Fantastic ToolOne of the best tools to help you become better and more effective in your important and most challenging conversations is role play. LISTEN to the episode to hear four strategies and principles you can easily use to maximize the benefit you’ll get from using role play. We can all use role play to prepare for (and learn from) important conversations. It’s a fantastic teaching and coaching tool. I often wonder why don’t we use it more. ….. Conversations About Conversations – Episode 144 CONTACT ivan@conversations.biz #conversationsaboutconversations2020-05-2307 minConversations About ConversationsAgreement at Each StepIn this episode of Conversations About Conversations, Jakub and I discussed the strategy for creating interim agreement at each step within a conversation. Agreement at each step is an important part of the process and leads to the ultimate agreement: an agreement that results in a sale, additional business or referrals. You cannot cause a breakthrough without gaining agreement for action. LISTEN to the podcast to find out more about the strategy. ….. Conversations About Conversations – Episode 143 CONTACT ivan@conversations.biz #conversationsaboutconversations2020-05-1915 minConversations About ConversationsYou Cannot Manage TimeLISTEN to the episode to hear my confession about how I’m spending too much of my time looking at my phone. Also, I discuss 5 useful concepts to manage yourself in relationship to time. ….. Conversations About Conversations – Episode 142 CONTACT ivan@conversations.biz #conversationsaboutconversations2020-05-1707 minConversations About ConversationsMoving a Relationship Forward Through a Powerful ConversationMoving a Relationship Forward Through a Powerful Conversation In this episode of Conversations About Conversations, Jakub and I discuss Ivan’s RULES for how to move a conversation and a relationship forward. Rapport is the starting point. LISTEN to the podcast to find out the rest. ….. READ Conversations: How to Manage Your Business Relationships One Conversation at a Time: http://bit.ly/ConversationsOnAmazon ….. Conversations About Conversations – Episode 141 CONTACT ivan@conversations.biz #conversationsaboutconversations2020-05-1418 minConversations About ConversationsOpening The Door in a ConversationIn this episode of Conversations About Conversations, Jakub and I discuss two simple question starters guaranteed to get your prospect or client to open up and talk with you. Because in order to engage in a collaborative needs-based conversation—versus a one-way presentation or non-productive/topics-based conversation—you must become skilled at using questions effectively. ….. READ Conversations: How to Manage Your Business Relationships One Conversation at a Time: http://bit.ly/ConversationsOnAmazon ….. Conversations About Conversations – Episode 140 CONTACT ivan@conversations.biz #conversationsaboutconversations2020-05-1212 minConversations About ConversationsOptimism is the Only RealismI reached the point of optimism on the roller coaster ride of life and felt it was important to share this message I’d learned years ago that optimism is the only realism. ….. READ Conversations: How to Manage Your Business Relationships One Conversation at a Time: http://bit.ly/ConversationsOnAmazon ….. Conversations About Conversations – Episode 139 CONTACT ivan@conversations.biz #conversationsaboutconversations2020-05-0804 minConversations About ConversationsHave a Ready-Made Plan That Allows You to AdaptYou might be thinking that putting a plan together for every single conversation sounds really time-consuming. Can you really take the time to plan for all of them? The solution is to have a ready-made plan and conversation structure so that you can adapt on-the-fly and be flexible. ….. READ Conversations: How to Manage Your Business Relationships One Conversation at a Time: http://bit.ly/ConversationsOnAmazon ….. Conversations About Conversations – Episode 138 CONTACT ivan@conversations.biz #conversationsaboutconversations2020-05-0719 minConversations About ConversationsWhat do push-ups have to do with conversations?I’ve learned a lot from doing push-ups every day for 15 years. LISTEN to the podcast to hear three of the lessons I’ve learned and how they relate to conversations. ….. Conversations About Conversations – Episode 136 CONTACT ivan@conversations.biz #conversationsaboutconversations READ Conversations: How to Manage Your Business Relationships One Conversation at a Time: http://bit.ly/ConversationsOnAmazon2020-04-2804 minConversations About ConversationsHow to Handle SkepticismAre you skeptical about your ability to handle skepticism? Most people are. Well, we’re here to help. LISTEN to the podcast with Ivan Farber and Jakub Kubrak or READ Conversations: How to Manage Your Business Relationships One Conversation at a Time: http://bit.ly/ConversationsOnAmazon ….. Conversations About Conversations – Episode 135 CONTACT ivan@conversations.biz #conversationsaboutconversations 2020-04-2115 minConversations About ConversationsHow to Overcome the Four Types of ObjectionsObjections are a normal and expected part of how your prospect or client responds to your presentations. So, you must know how to effectively handle them. But, if you don’t know what the four types of objections are and you don’t diagnose which one you’re dealing with, then you’re NOT maximizing your chances of overcoming them. LEARN a simple 7-step proven process for overcoming objections. LISTEN to the podcast with Ivan Farber and Jakub Kubrak or READ Conversations: How to Manage Your Business Relationships One Conversation at a Time: http://b...2020-04-1615 minConversations About ConversationsA Conversation About GroupthinkI went in a different direction in this conversation. This episode is an editorial. It’s an editorial about the current conversation we’re all living inside of. From my point of view, the goal for a conversation is to gain agreement for action. But in groupthink, the desire for agreement does not necessarily come from a needs-based solution-oriented dialogue. Rather in groupthink, there’s a tendency for people to want agreement at all costs and in what could later be seen as an irrational or dysfunctional decision-making outcome. ….. Conversations About Conversations – Episode 133 CONTAC...2020-04-1507 minConversations About ConversationsWhat if Stress is Something You Could Be Grateful For?Are you stressed about the global pandemic, your finances, yours or your loved ones’ health? If you need to participate in an empowering conversation about how to transform how you view stress, this episode is for you. Stress is a reality of the modern workplace and world. Technology was supposed to make our lives easier, but all it’s truly done is increase the expectations for our productivity. The bottom line is: Is stress harmful or helpful? AND… What if stress isn’t something you need to get rid of?...2020-04-0707 minConversations About ConversationsSelling the Tesla of TVs—Using Questions SkillfullyIn this episode of Conversations About Conversations, Jakub Kubrak and I discuss how to use questions skillfully within the context of my CLEAR Conversations Model. We demonstrate via role play how and when to use open-ended versus closed-ended questions. We had fun in this episode and expect you’ll have fun with it too. LISTEN to the podcast for more color, ideas and insights. To learn more about the CLEAR Conversations Model check out my book Conversations: How to Manage Your Business Relationships One Conversation at a Time VISIT: http://bit.ly/C...2020-04-0614 minConversations About ConversationsOvercoming OverwhelmEight Practices For Transforming Your Experience At Work Change the Paradigm Take Charge of Your Language Just Say No Accept Reality Concentrate on the Present Moment Get in Motion Be Generous Trust and Believe LISTEN to the podcast for more color, context, helpful ideas and inspiration. ….. Conversations About Conversations – Episode 130 CONTACT ivan@conversations.biz #conversationsaboutconversations2020-04-0509 minConversations About Conversations3 NEW WAYS TO THINK ABOUT YOUR PIPELINE3 NEW WAYS TO THINK ABOUT YOUR PIPELINE What do you do to manage your pipeline? How does it make you feel when your sales manager asks you about your pipeline? Are you empowered by the concept of a pipeline? In this episode of Conversations About Conversations, Jakub and I have way too much fun discussing your pipeline and how to be in an empowering conversation about it. Please feel free to reach out to me (ivan@conversations.biz) if you need anything or have any questions. A great resource for you is my book: Conversations...2020-04-0310 minConversations About ConversationsTEN LESSONS FROM 10,000 CONVERSATIONS IN MY CONVERSATION LABLife is one big experiment. When it comes to conversations, I’ve experimented a lot and I’ve made a lot of mistakes—still do. The mistakes I’ve made in my ‘Conversation Lab’ are what have taught me the most. While my mentors, managers and colleagues have mostly provided positive feedback—with some very impactful and sometimes devastatingly constructive feedback along the way—the biggest critic of all was (and continues to be) my internal voice. It constantly drives me to improve. The ten lessons in my book called Conversations (currently available on Amazon: bit.ly/Conversat...2020-03-3109 minConversations About ConversationsA WALL OF OUR OWNOn this episode of Conversations about Conversations, Paul Farber (my brother), and I discuss his new book, A Wall of Our Own (University of North Carolina Press, 2020). I am very proud of my brother on the completion of his book. I hope you enjoy this interview. For more information about A Wall of Our Own, visit: https://uncpress.org/book/9781469655086/a-wall-of-our-own/. ….. Conversations About Conversations – Episode 126 #conversationsaboutconversations CONTACT ivan@conversations.biz2020-03-2941 minConversations About ConversationsLET’S TALK ABOUT EM-PA-THY—LET’S TALK ABOUT YOU AND MELET’S TALK ABOUT EM-PA-THY—LET’S TALK ABOUT YOU AND ME In this episode of Conversations about Conversations my friend and colleague, Steve Hickman, and I discuss practicing empathy as relationship managers. Demonstrating empathy and kindness is extremely important—especially in times of heightened emotion. We want our clients to feel safe so they’ll be more receptive of our recommendations. What role do you think empathy plays in the business world? We believe that empathy creates closer relationships with our clients, more meaning in our work and in general makes for...2020-03-2521 minConversations About ConversationsLET ME BE YOU – THE POWER OF ROLE PLAY IN CONVERSATION COACHINGLET ME BE YOU – THE POWER OF ROLE PLAY IN CONVERSATION COACHING Although it’s hardly ever used, role play is a useful coaching tool for improving your conversations. In this episode of Conversations about Conversations, my friend and colleague Michael Van Sant and I discuss the power of role play in conversation coaching. The specific conversation we role played was talking with a fearful client—something we have been doing a lot of recently. -How do you manage a conversation with someone who is afraid? -How do you help someone who’s...2020-03-2317 minConversations About ConversationsFEELINGS BEFORE FACTSARE YOU DEALING WITH ANY FEARFUL PEOPLE RIGHT NOW? This episode of Conversations About Conversations is for anyone who’s dealing with fearful people right now, which thanks to COVID-19, is almost ALL of us! A few years ago, I wrote a book on conversations to help other relationship managers improve the way they serve their clients while also getting better bottom line business results. The major problem I saw was that very few relationship managers had a system, process, method or formula for handling their conversations. I believe having a specific disciplined ap...2020-03-1707 minConversations About ConversationsFIVE FRAMEWORKS FOR LISTENINGIf you want to become a better listener AND get better bottom line results from your conversations, you need to learn to listen from a framework. Listening from a framework helps you better explore your clients’ needs, wants, motivations, objections and pain points. It allows you to be both disciplined and intentional. People place tremendous value on being heard. If they don’t feel listened to, they’re going to be hard pressed to be satisfied or very satisfied with you. The bottom line is your conversations are more productive when you list...2020-03-1308 minConversations About ConversationsTHE THREE ZONES OF LISTENING AND THE CONTINUUM OF DOMINANCEOn this episode of Conversations About Conversations, Jakub and I discuss how to find the right balance between listening and talking in your business conversations. We discuss a framework that divides conversations into three zones along a continuum of dominance. The bottom line is you cannot have truly powerful conversations without intentionally and actively managing how much you LISTEN to your clients and prospects. ….. Conversations About Conversations – Episode 121 #conversationsaboutconversations CONTACT ivan@conversations.biz2020-03-1108 minConversations About ConversationsYOU HAVE TOO MUCH TO DO, A CONVERSATION FOR EFFICIENCYI recently led a training session for a group of relationship managers in Ireland on how to be a highly efficient relationship manager. On this five-minute episode of Conversations About Conversations, I share a few key concepts from the hour-long training session. The bottom line is in order for you to be present in your conversations such that you can maximize the difference you make for clients and prospects; you need to have clear rules for yourself to prioritize appropriately. I have to frequently turn to useful distinctions, principles and frameworks to make sure I don’t ge...2020-03-1005 minConversations About ConversationsYOU NEED A CLEAR PROCESSIn order to systematically gain agreement for action and create powerful conversations, you need a clear conversation process. On this episode of Conversations About Conversations, I am once again joined by Jakub Kubrak. Amidst some fun banter, we discussed the serious topic of having a conversation process to help you be a better sales person or relationship manager. The bottom line is if you improve your ability to retain and grow client relationships through powerful conversations, you’ll become more valuable to your company, make more money, and increase your job satisfaction. There is...2020-03-0509 minConversations About ConversationsCLEAR Conversations: How to Talk with Clients When They’re AfraidAre your clients afraid of the Coronavirus and what it might do to their health and their wealth? This episode of Conversations About Conversations is for client-facing professionals in the financial services industry who are currently dealing with fearful clients. The content includes the specific advice I provide to the individuals I coach and mentor—how to handle an emotional conversation using a conversation structure. After 25 years in the financial services industry, I know that these are the conversations that make a major difference. They are essential to retaining clients and demonstrating your wo...2020-03-0111 minConversations About ConversationsDECISION TREE DETERMINATION—THE POWER OF OPT INIn this episode of Conversations About Conversations, I discuss the power of getting your client or prospect to opt into where a conversation is headed. By using questions skillfully and having a dependable process, you can be more efficient with your time. You share ownership of the conversation when you give him several opportunities to make small decisions—ultimately leading to a big decision. I am confident that my opt in/opt out sequences increase the likelihood that I can get agreement for action and lead a conversation forward. I trust my process. Bu...2020-02-2704 minConversations About ConversationsARE CONVERSATIONS A SPORT?In this episode of Conversations About Conversations, I am joined by Jakub Kubrak. Kubrak is a retired a professional hockey player currently working in financial services sales. He’s not your typical hockey player—he still has ALL his natural teeth. We discussed the similarities between playing sports and engaging in business conversations. We also identified one of the biggest problems facing sales people and relationship managers. LISTEN to the episode to find out what it is. ….. Conversations About Conversations is available via the following podcast providers: >Apple Podcast: bit.ly...2020-02-2511 minConversations About ConversationsVOICEMAIL PET PEEVESIn this episode of Conversations About Conversations, I discuss four problems with outbound voicemail greetings. I feign outrage just a bit, but in the spirit of everything counts, I feel there are fundamental flaws in the vast majority of recorded voicemail greetings AND I say that makes a difference. What do people think when they hear your voicemail greeting? How does your voicemail greeting inform their impression of you? What other small things are adding up in your conversations that put together are making a big difference in your results? ….. >>>WA...2020-02-2404 minConversations About ConversationsMENTORSHIP WINS CHAMPIONSHIPSIn this episode of Conversations About Conversations, I discuss what’s possible for you inside of a successful mentor/mentee relationship. I go through some of the problems you’ll need to overcome, the mindsets you’ll need to change and skills you’ll need to develop in order to thrive as a mentee and win championships. ..... >>>WATCH: Conversations The Course Preview: https://conversations.biz/preview >>>READ: Conversations: How to Manage Your Business Relationships One Conversation at a Time — Available on Amazon http://a.co/d/7Ruhapu >>>CONTACT: ivan@conversations.biz …..2020-02-2012 minConversations About ConversationsSEEKING “NO”The problem was I was afraid to hear “no” because I didn’t have a plan or strategy for what to do with it. So, I almost always instinctually and habitually sought out “yes.” Reading Never Split the Difference By Chris Voss, gave me many new insights as to how I can improve my performance in my conversations. One example is how to use “no” as a tool to guide my conversations and move them forward. Find out how in this episode of Conversations About Conversations. ….. >>>WATCH: Conversations The Course Preview: https://conversations.bi...2020-02-1210 minConversations About ConversationsHOW A FAILURE LED TO MY 4PS FOR CONVERSATIONSHOW A FAILURE LED TO MY 4PS FOR CONVERSATIONS On this episode of Conversations About Conversations, I discuss a conversation that served as an inflection point for me. It led me down the path of developing four core elements for success in managing my business relationships one conversation at a time. Henry Ford said, “Failure is simply the opportunity to begin again, this time more intelligently.” My 4Ps: 1. Plan 2. Process 3. Philosophy 4. Practice I invite you to listen to the episode to learn more… ….. >>>WATCH: Conversa...2020-02-0706 minConversations About ConversationsI HAD IT HARDER THAN YOU DOI HAD IT HARDER THAN YOU DO On this episode of Conversations About Conversations, I discuss the reflective instinct to ONE UP my mentee with: “You think you have it hard—I had it harder than you do.” The problem is when we don’t exercise SELF-CONTROL (or thoughtfulness) in our conversations, they create results that we never would have consciously chosen. After reflecting on the conversation: a. I felt like I invalidated him. b. I felt like a JERK. c. I felt like the old curmudgeon complaining about walking 5 miles up...2020-02-0304 minConversations About ConversationsCONVERSATIONS ABOUT CONVERSATIONS WITH SHAWN WEIDMANNCONVERSATIONS ABOUT CONVERSATIONS WITH SHAWN WEIDMANN My friend and colleague, Shawn Weidmann, and I discuss why he HATED me when we first worked together and the PROBLEMS he thinks my book, ideas and course can help people with. I hope you enjoy listening to this extended 38-minute interview as much as we enjoyed doing it. ….. >>>WATCH: Conversations The Course Preview: https://conversations.biz/preview >>>READ: Conversations: How to Manage Your Business Relationships One Conversation at a Time — Available on Amazon http://a.co/d/7Ruhapu >>>LISTEN: on Appl...2020-02-0238 minConversations About ConversationsARE MENTORS AND COACHES A PART OF YOUR WORLD?ARE MENTORS AND COACHES A PART OF YOUR WORLD? Mentoring and coaching are such are part of my world that I forget how rare it is for most people to have mentors and coaches. I’ve mentored 17 people over the past 12 years which has been an extraordinary privilege and honor. I’ve benefited tremendously from having two significant mentors: one in my 20s and one in my 30s. Moreover, every Monday and Friday for the past 15 years—close to 800 weeks in a row—I’ve started and ended the week with a coaching call. I ca...2020-01-3106 minConversations About ConversationsConversations The Course PreviewANNOUNCING THE LAUNCH OF CONVERSATIONS THE COURSE A video preview can be found at https://conversations.biz/preview. For more information, CONTACT: ivan@conversations.biz ….. >>>READ: Conversations: How to Manage Your Business Relationships One Conversation at a Time — Available on Amazon http://a.co/d/7Ruhapu >>>WATCH Conversations About Conversations on YouTube: http://bit.ly/YouTubeConversationsChannel2020-01-2905 minConversations About ConversationsDEALING WITH UPSETDEALING WITH UPSET You fear losing your clients because they’re upset with you. Thankfully, you don’t get a lot of practice dealing with upset clients, but because you don’t get a lot of practice, you don’t get a lot of opportunity to develop competence at it. One of the more challenging aspects of dealing with clients who are upset is that their upset triggers your fight-flight-freeze response and so naturally you feel like you have to fight back, run away or you just simply freeze. So, what is your...2020-01-2407 minConversations About ConversationsMANAGING EXPECTATIONS IN SAND OR CONCRETEMANAGING EXPECTATIONS IN SAND OR CONCRETE The problem is you say yes too quickly. Or, said another way, you have trouble saying no. You over promise without thinking things through thereby causing unnecessary stress and worry for you and sometimes your entire team. It doesn’t have to be this way IF you know when to set expectations in sand and when to put them in concrete. Find out how and when on this episode of Conversations About Conversations. ….. >>>READ: Conversations: How to Manage Your Business Relationships One Conv...2020-01-2207 minConversations About ConversationsARE YOU PLAYING CHECKERS OR CHESS?ARE YOU PLAYING CHECKERS OR CHESS? I used to play checkers in my conversations. I thought I knew what I was doing, but I was totally linear in my approach. I was good, but because I was winging it, I didn’t realize I was holding myself back from achieving better results. I was fairly inflexible and the results of my conversations showed I lacked foresight. I didn’t have a comprehensive CONVERSATION MANAGEMENT PLAN. Moreover, I was often baffled by how to best respond to my clients’ responses to me. Over t...2020-01-2007 minConversations About ConversationsGAMES HAVE RULESGAMES HAVE RULES Ultimately, the game of conversation is the game of COLLABORATION and AGREEMENT. You win the game by EXPANDING and DEEPENING your relationships. You keep score by achieving bottom-line business RESULTS (quantitatively measured by sales, client retention, additional business and referrals). But the problem is when people are playing a game without knowing the rules, they can easily get off track, miss the mark or unintentionally leave their clients and prospects highly confused. LISTEN to this episode to find out my RULES. READ: Conversations: How...2020-01-2005 minConversations About ConversationsA TALE OF TWO MENTORS—ONE INTERPERSONAL AND ONE SCIENTIFICA TALE OF TWO MENTORS—ONE INTERPERSONAL AND ONE SCIENTIFIC CONSIDER: -How much thought and effort have you given to developing your interpersonal skills? -Have you had the benefit of working with mentors and coaches to help foster your learning? -How much have you invested in training and development in order to obtain the skills you’ll need to get you where you want to go? ASK YOURSELF: -Am I just WINGING IT most of the time? -What am I doing to become better than I already am? -How do I...2020-01-2005 minConversations About ConversationsWHAT TO BRING TO MEETINGSWHAT TO BRING TO MEETINGS I’m frequently asked, “What should I bring to meetings?” I used to bring a lot of stuff (i.e. brochures, handouts inside of folders and slide decks) to meetings, but now I hardly bring anything. After pondering this for hundreds of meetings, I’ve come to believe that LESS is MORE. Bringing less has resulted in deeper RELATIONSHIPS, greater client SATISFACTION and increased LOYALTY because my conversations are oriented around what’s most important to my clients—their NEEDS, their GOALS and their highest ASPIRATIONS. WATCH the vi...2020-01-2006 minConversations About ConversationsWHAT DO YOU MEAN BY THAT?WHAT DO YOU MEAN BY THAT? Short questions (generally seven words or less) prevent you from turning questions into statements and make it much clearer that you’re asking a question and will listen to the response. It’s easy to assume you’ve understood what your client meant, but a short follow-up question offers him a chance to clarify and elaborate. It’s a false assumption he truly knew what he meant. We think people are telling us what they mean the first time around, but I’m amazed at how people...2020-01-2004 minConversations About ConversationsLISTEN ON PURPOSELISTEN ON PURPOSE The people you have conversations with place tremendous value on being heard. If they don’t feel listened to, they’re going to be hard pressed to be satisfied with the conversations they have with you. This makes listening fundamentally important. Good listening grows your relationships. Poor listening results in dissatisfaction, mediocre relationships and loss of opportunity. ASK YOURSELF: -Could I improve my listening skills? -Do I have a specific focus or framework for listening? -Do I have a disciplined and thoughtful listeni...2020-01-2006 minConversations About ConversationsEXCUSE MY FRENCHEXCUSE MY FRENCH Approach each conversation with the idea that YOUR BEHAVIOR in the conversation will be decisive. Your ability to exercise SELF-CONTROL in conversations will determine how and where your relationships go. A single conversation can be productive, fail to go anywhere, take a relationship backward or even end a relationship. ASK YOURSELF: -Am I intentional in my use of words and language? -Do I always think before I speak? -Is what I’m saying keeping the conversation on track or taking it in a nee...2020-01-2005 minConversations About ConversationsOBJECTIONS ARE NATURAL AND NORMALOBJECTIONS ARE NATURAL AND NORMAL If you want your conversations to generate RESULTS, there’s a very good chance you will receive objections to your recommendations and proposals. It’s natural to WORRY that you’ll be STOPPED by objections. But instead of resisting objections, LEARN to welcome them—resisting them won’t RESOLVE them. Have a PLAN. Trying to wing it doesn’t work. I know because I used to wing it and now I don’t. Since conversations are relationship building endeavors; how you handle objections is of paramount importance. Wh...2020-01-2006 minConversations About ConversationsIT’S LIKE RIDING A BIKEIT’S LIKE RIDING A BIKE In this episode of Conversations About Conversations, I draw an analogy between the way I ride my bicycle and the way many people handle their conversations. CONSIDER how IMPORTANT your conversations are for your career and SUCCESS in business. Are you training such that you are riding at your maximum POTENTIAL? WATCH the video to learn why the way I ride my bicycle is not the same as the way I choose to handle my conversations. READ: Conversations: How to Manage Your Business Re...2020-01-2004 minConversations About ConversationsPLANNING IS A PREREQUISITE FOR CONFIDENCEPLANNING IS A PREREQUISITE FOR CONFIDENCE If you want to have CONFIDENCE in ALL of your conversations than you have to develop more than just basic interpersonal skills. My assertion is you CAN wing it in eight or nine out of ten conversations. So, I’m referring specifically to the one or two out of ten when just improvising will lead to suboptimal RESULTS. In these situations, in order to have confidence, you must have a PLAN and a STRATEGY if you want to improve your results and AVOID SELF-INFLICTED disaster. HO...2020-01-2005 minConversations About ConversationsHOW TO GET PEOPLE TO RETURN YOUR VOICEMAILS AND THE REAL REASON THEY MIGHT NOT BE RETURNING YOUR CAHOW TO GET PEOPLE TO RETURN YOUR VOICEMAILS AND THE REAL REASON THEY MIGHT NOT BE RETURNING YOUR CALLS In this BUSY day and age, if you work with people, you’re going to be leaving voicemail messages. It’s a fact of life. One of the biggest COMPLAINTS I hear from the professionals I coach is that their clients and/or prospects don’t return their voicemails. The PROBLEM is that you cannot truly serve or sell to a person that you’re not having a conversation with. WHY is it that...2020-01-2007 minConversations About ConversationsIMPROVE THE WAY YOU GIVE FEEDBACK TO OTHERSIMPROVE THE WAY YOU GIVE FEEDBACK TO OTHERS In most cases people are not very open to receiving feedback. And yet most people readily provide it—even without first checking to see if it’s desired. Because feedback frequently comes at an unexpected time or from an unexpected place, we’re often insulted by it and may instinctively become defensive. It doesn’t have to be this way. WATCH the video to find out a simple strategy to improve the likelihood someone will listen to and appreciate your feedback. 2020-01-2006 minConversations About ConversationsHOW TO RESPOND TO “YOUR COMPETITION COSTS LESS THAN YOU”HOW TO RESPOND TO “YOUR COMPETITION COSTS LESS THAN YOU” Clients and prospects will frequently say things like: -You COST too much. -Your fees are too high. -Your COMPETITION costs less than you. Where many go wrong is by improvising a response instead of following a DISCIPLINED PROCESS for handling objections. Most of the time a cost objection is actually a VALUE PERCEPTION PROBLEM. The cost is NEVER AN ISSUE when perceived VALUE is CLEAR and desired. There is a strategic decision you can make to set...2020-01-2006 min